Description
ABOUT THE ROLE & TEAM
The Business Development Senior Manager, Airport Passenger Portfolio, is responsible for driving new business growth and expanding SITA's passenger processing technology footprint across North America.
This role will proactively identify and develop new opportunities with airports, airlines, and terminal operators, working closely with SITA's Sales organization to build qualified pipeline, influence customer technology strategies, and convert opportunities into commercial success.
The successful candidate will combine strong aviation industry knowledge, established customer relationships, and a consultative business development approach to position SITA's passenger processing solutions across the entire passenger journey, from check-in and baggage acceptance through identity verification and boarding.
Ideally based at SITA's Customer Experience Center (CEC) in Bohemia, New York, this individual will play a key role in maximizing the commercial value of customer visits, technology demonstrations, and collaborative workshops. With the full Airport Business Unit portfolio deployed at the center, the role offers a unique opportunity to engage customers, demonstrate integrated solutions, and translate those engagements into tangible business opportunities.
This is a proactive, customer-facing commercial role with direct accountability for pipeline development, opportunity progression, and contribution to SITA's growth objectives across North America.
WHAT YOU WILL DO
Business Development & Growth
- Proactively identify, qualify, and develop new business opportunities for SITA's Airport Passenger Portfolio across the United States and Canada.
- Build and maintain a strong pipeline of qualified opportunities, driving progression from initial engagement through commercial closure in collaboration with Account Managers.
- Develop opportunities with airport authorities, airlines, terminal operators, and other aviation stakeholders, including new customer acquisition, expansion within existing accounts, and competitive displacement.
- Engage early in airport modernization programs, new terminal developments, infrastructure expansions, and airline technology transformation initiatives to influence customer requirements and position SITA ahead of formal procurement processes.
- Develop customer-specific value propositions and business cases demonstrating the operational, financial, and passenger experience benefits of SITA's solutions.
- Identify cross-selling opportunities across the broader Airport Business Unit portfolio to support integrated solutions and long-term customer relationships.
Passenger Portfolio & Market Expertise
- Serve as a commercial subject matter expert for SITA's Airport Passenger Portfolio, including common-use passenger processing, self-service kiosks, self-bag drop, biometric solutions, identity verification, and boarding technologies.
- Understand airport and airline operational challenges, passenger journey requirements, and emerging technology trends to identify new market opportunities.
- Position SITA's solutions as part of an integrated passenger journey, connecting technology capabilities with improved airport capacity, operational efficiency, flexibility, and passenger experience.
- Monitor the North American competitive landscape, including competitor offerings, market positioning, customer strategies, and emerging industry requirements.
- Work closely with Product Management and Solution Engineering to shape commercially viable solutions that address customer needs and differentiate SITA.
- Provide customer insights and market feedback to influence portfolio development, go-to-market strategies, and future innovation priorities.
Customer Experience Center Engagement
- Leverage SITA's Bohemia Customer Experience Center as a strategic business development platform to generate demand and accelerate commercial opportunities.
- Collaborate with Sales, Product Management, and CEC teams to plan and deliver customer visits, executive briefings, solution demonstrations, and collaborative workshops.
- Engage customers during CEC visits to understand their business priorities, demonstrate relevant capabilities, and identify opportunities across the Airport Passenger Portfolio.
- Develop and execute structured follow-up plans to convert customer engagements into qualified opportunities and measurable pipeline.
- Support the development of customer-specific use cases and demonstrations that highlight SITA's integrated solutions and their application to real-world airport and airline operations.
- Help maximize the CEC's contribution to SITA's commercial growth by strengthening customer relationships, increasing engagement, and accelerating opportunity development.
Strategic Relationships & Partnerships
- Build and maintain trusted relationships with senior decision-makers across airports, airlines, terminal operators, and the broader aviation ecosystem.
- Develop relationships with stakeholders responsible for passenger operations, technology strategy, airport development, infrastructure investment, and digital transformation.
- Engage airport consultants, technology partners, and industry influencers to identify emerging opportunities and strengthen SITA's market position.
- Represent SITA at industry conferences, customer events, and relevant aviation associations to increase market visibility and generate new business opportunities.
- Identify potential strategic partnerships and collaborative opportunities that expand SITA's reach and strengthen its competitive position.
- Maintain an active understanding of customer investment priorities, procurement timelines, and market developments to support proactive business development.
Sales Execution & Commercial Accountability
- Partner with Account Managers throughout the sales cycle, from opportunity identification and qualification through solution development, proposal strategy, and commercial closure.
- Lead early-stage customer discovery, solution positioning, and business case development to establish SITA's value and competitive differentiation.
- Support RFI and RFP responses, executive presentations, competitive strategies, and complex commercial pursuits.
- Collaborate with Sales, Product Management, Solution Engineering, and Delivery teams to develop compelling and commercially viable customer proposals.
- Maintain accurate pipeline and opportunity information in SITA's sales management systems, ensuring visibility of progress, risks, and forecasted outcomes.
- Take accountability for qualified pipeline generation, opportunity progression, and contribution to new business Annual Contract Value (ACV) objectives.
- Support targeted marketing campaigns, industry engagement activities, and sales initiatives designed to accelerate demand and commercial growth.
Qualifications
ABOUT YOUR SKILLS
- Significant experience in business development, enterprise solution sales, or commercial growth roles within aviation technology, airport operations, transportation technology, or a closely related industry.
- Demonstrated success originating, developing, and advancing complex B2B technology sales opportunities.
- Strong understanding of airport and airline passenger operations, customer technology requirements, and the aviation industry ecosystem.
- Proven ability to establish and maintain relationships with senior airport, airline, and industry executives.
- Strong commercial acumen, including experience developing business cases, value propositions, and competitive sales strategies.
- Experience working collaboratively with Account Managers, Product Management, Solution Engineering, and other cross-functional teams.
- Excellent communication, presentation, negotiation, and consultative selling skills.
- Self-motivated, proactive, and results-oriented, with the ability to independently identify and pursue new business opportunities.
- Willingness to travel throughout North America for customer engagements, industry events, and business development activities.
Preferred
- Direct experience with airport passenger processing technologies, including common-use systems, self-service solutions, baggage acceptance, biometrics, or passenger identity management.
- Previous experience with an airport technology provider, aviation systems integrator, passenger processing technology company, or related solution provider.
- Established relationships with airport authorities, airlines, terminal operators, consultants, and technology decision-makers across North America.
- Experience developing business opportunities associated with major airport modernization, new terminal development, and infrastructure expansion programs.
- Experience leading customer workshops, technology demonstrations, and executive-level solution discussions.
- Ability to work regularly from SITA's Bohemia, New York Customer Experience Center to support customer engagement and cross-functional collaboration.
WHAT WE OFFER
We’re all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We’re really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.
- ⏰ Flex Day: Make your workday suit your life and plans.
- 🌎 Flex Location: Take up to 30 days a year to work from any location in the world.
- 🌿Employee Wellbeing: We’ve got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health – a personalized platform that supports a range of wellbeing needs.
- 🚀Professional Development: At SITA, we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning, Microsoft's Enterprise Skills Initiative, and Airport Council International—available to all employees—to specialized solutions like Pluralsight for technology upskilling, Harvard Business Publishingfor people leadership, Stanford for strategic development and many others, we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way.
- 🙌🏽 Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
