Description

 

ABOUT THE ROLE & TEAM

 

The Senior Business Development Manager – Biometrics Strategy & Policy Engagement is a senior business development leader responsible for driving market adoption, strategic growth, executive engagement, and industry influence for SITA’s end-to-end biometric identity and digital traveler journey solutions across North America.

Operating at the intersection of aviation, border management, digital identity, public policy, and airport modernization, the role serves as a strategic advisor to airports, airlines, government agencies, regulators, industry associations, and ecosystem partners. This role holder combines expertise in biometrics, traveler identity, border operations, airport technology, and aviation business processes with strong commercial acumen to create, shape, and accelerate strategic business opportunities across SITA’s Airports and Borders portfolios.

The role is responsible for building awareness, advocacy, and commercial demand for SITA’s biometrics capabilities while influencing the policy, regulatory, and industry frameworks that shape airport technology investment and procurement decisions. Working closely with Sales, Product Management, Marketing, and Strategy teams, this role will help, position SITA as the trusted partner for seamless, secure, and interoperable traveler identity solutions.

 

Key stakeholders include U.S. government entities such as the Department of Homeland Security, U.S. Customs and Border Protection, and Transportation Security Administration, as well as Canadian authorities such as Canada Border Services Agency and Canadian Air Transport Security Authority, alongside airport authorities, airlines, industry associations, and strategic partners.

 

The role operates primarily at executive, agency leadership, and board level, focusing on strategic business development, market influence, ecosystem development, and executive engagement rather than solution delivery or project execution.

 

WHAT YOU WILL DO

Biometrics Strategy & Market Development

• Develop and lead biometrics-focused business development and consulting propositions aligned to SITA’s Borders and Airports portfolios, positioning SITA’s end-to-end biometrics journey as trusted, interoperable, and policy-aligned.
• Develop executive narratives, value propositions, business cases, and strategic messaging that demonstrate how policy, regulation, and industry standards influence airport investment and procurement decisions.
• Establish and lead executive roundtables, customer advisory forums, user groups, webinars, and industry events to strengthen SITA’s visibility, thought leadership, and market presence.
• Drive targeted market development activities that increase awareness, consideration, and adoption of SITA’s biometric identity and digital traveler journey solutions.
• Monitor market trends, customer priorities, competitive activity, and emerging technologies to identify opportunities for growth and differentiation.

Business Development, Revenue Growth & Strategic Advisory

• Partner with Sales teams to achieve revenue growth, customer retention, strategic account expansion, and pipeline development objectives across SITA’s Airports and Borders portfolios.
• Generate new opportunities through executive engagement, consultative business development, account expansion, upsell and cross-sell activities, and identification of new buying centers.
• Maintain a pipeline of qualified opportunities and support their progression through the sales lifecycle to closure.
• Provide strategic leadership on high-value pre-sales engagements, account planning, and opportunity qualification, particularly where airport purchasing decisions are influenced by policy, regulation, or border mandates.
• Develop trusted relationships with senior executives, airport authorities, government stakeholders, industry leaders, and ecosystem partners.
• Identify opportunities to develop new advisory and consulting offerings focused on biometrics strategy, governance, policy alignment, and cross-border ecosystem integration.
• Contribute to regional and global partnerships that strengthen SITA’s biometrics ecosystem and go-to-market strategy.

Pipeline Acceleration & Commercial Support

• Collaborate with Sales teams to increase the number, quality, and value of qualified opportunities.
• Support proposal development, RFIs, RFPs, executive presentations, business cases, and commercial solution positioning.
• Provide guidance on competitive positioning, opportunity strategy, stakeholder engagement, and executive messaging.
• Ensure biometrics, digital identity, border management, and airport operational capabilities are effectively incorporated into customer solutions and proposals.
• Maintain accurate pipeline, forecast, and opportunity information and support strategic forecasting activities.

Competitive Intelligence & Thought Leadership

• Maintain deep knowledge of aviation, biometrics, digital identity, border management, and traveler facilitation trends, including competitor strategies and regulatory developments.
• Provide Sales teams with market intelligence, competitive insights, messaging frameworks, and industry knowledge to strengthen customer engagements.
• Capture customer priorities, market objections, and industry requirements to strengthen positioning and support future product development.
• Partner with Product Management, Product Marketing, and Sales Enablement teams to develop case studies, success stories, thought leadership content, presentations, and customer-facing collateral.
• Represent SITA externally through industry events, professional networks, speaking engagements, webinars, and digital channels.

Qualifications ABOUT YOUR SKILLS

• Bachelor’s degree in Business, Technology, Digital Identity, Public Policy, Telecommunications, Aviation Management, Engineering, or a related discipline
• 15+ years of experience in business development, consulting, strategy, advisory, executive sales, market development, or leadership roles within aviation, border management, biometrics, digital identity, cybersecurity, telecommunications, or related technology industries.
• Demonstrated expertise in biometrics, digital identity, and end-to-end traveler journeys spanning border and airport environments.
• 7+ years of proven success generating revenue growth, developing strategic pipelines, and supporting complex enterprise sales engagements.
• Proven ability to operate effectively at C-suite, agency leadership, and board levels across U.S., Canadian, and international organizations.
• Strong understanding of how government policy, regulatory frameworks, and industry standards influence airport technology investment and procurement decisions.
• Experience shaping industry narratives, policy-aligned positioning, executive-level advisory content, and strategic market development initiatives.
• Track record of building executive relationships, strategic partnerships, and influencing complex stakeholder environments.
• Experience developing and executing business development plans, including market assessment, opportunity analysis, forecasting, and growth strategy execution.
• Excellent communication, facilitation, negotiation, and presentation skills, including executive briefings, workshops, and industry presentations.
• Ability to operate effectively in a matrixed global organization, influencing outcomes without direct authority.

 

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 Publishing for 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. 

 

 

Pay Transparency Nondiscrimination Provision 

In the U.S. the standard base pay range for this role is $120K - $145K Annual. This base pay range is for the U.S. and is not applicable to locations outside of the U.S. Actual amounts will vary depending on experience, performance, and location. In addition to a competitive base pay, employees in this role may be eligible for incentive compensation. Incentive compensation is not guaranteed.