Senior Airline Account Manager (Atlanta, Miami, or Latin America)

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POST DATE 9/8/2016
END DATE 3/15/2017

SITA Miami, FL

Miami, FL
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Entry Level (0 - 2 years)


This is a Senior Airline Account Manager that will be responsible for driving sales within Latin American countries. The ideal person can be located in Atlanta, Miami or a Latin American country.


Accountable for driving profitable growth by identifying, pursuing and closing new business opportunities for assigned Tier 2 customers

Accountable for retaining and growing existing business

Ultimate owner of the customer relationship, focused on building customer satisfaction, loyalty and advocacy


Gain a deep understanding of the customer's business requirements, and use this understanding to identify opportunities and plan for the continued development SITA's business with the customer in Latin America.
Build lasting customer stakeholder relationships (to Executive level) across multiple functions

Develop, maintain and execute a comprehensive Account Development Plan, engaging with appropriate stakeholders (e.g., Head of Business Management, Specialized Sales, Solution Lines, SGS CSM, ASM) to identify, develop and implement growth strategies

Proactively promote SITA's portfolio and value proposition to the customer ensuring that the appropriate SITA resources (e.g. Specialized Sales or Sales Support) are engaged to support this effort

Act as the "Deal Owner" on customer opportunities. The "Deal Owner" is responsible for the development and execution of the opportunity sales strategy and plan (approach and process) through to closure (The "Deal Owner" may be formally assigned to a Sales Specialist or other Sales Support resource by mutual agreement)

Be accountable for obtaining required business approvals, including presentation at BAB

Enable and facilitate access to the account by Specialized Sales, in accordance with the Code of Conduct, leveraging their skills and contacts to develop and close new opportunities

Define and apply an appropriate account engagement/governance model, applying best practice guidelines. Also ensure that appropriate project or product-specific governance models are in place and properly integrated with overall account-level governance

Maintain clear visibility of the status of all commercial, delivery and operational aspects of the account, and drive the resolution of issues through the relevant SITA process owners

Ensure opportunity pipeline and sales forecasts are accurate and up to date

Accountable for the on-time payment of invoices, taking actions at contract negotiation and throughout the contract lifecycle to facilitate cash collection and to avoid billing queries. Support the GEO Cash Collection Team in the collection of overdue payments, by taking the lead on resolving commercial issues that are causing non-payment and leveraging customer relationships to ensure timely payment (See Annex A4 for more details)

Engage with sales support, delivery and operations resources as required across SITA, throughout the whole opportunity and contract lifecycle


8 years sales/sales support experience, preferably within air transport industry (ATI) or equivalent sector or market
Proven successful experience in Management of complex and large Accounts is a must (at least 10 M $)
Sales of complex deals, including financial structuring, negotiations and closing
Track record of achieving/exceeding sales targets

Experience in building client relationship at CXOs and/or Senior Management level
Experience in dealing, assessing, analyzing and consolidating data for market tracking
Experience in facilitating, participating and driving account/market/sector development plans
Working with people and coordinating cross-cultural teams


o Deep understanding of ATI business
o Knows/understands the key metrics and drivers of value creation for ATI business
o Very familiar with business models of client's competitors and each competitor's strengths and weaknesses
o Excellent understanding of the Client's business needs and how offerings complement each other to create a winning value proposition to address them
o Demonstrates ability to formulate alternative solutions using SITA' broad range of capabilities to address client issues
o Good knowledge of account plan methodology, sales processes and opportunity management
o Excellent understanding of financial management
o Takes a proactive approach to identifying new business opportunities
o Comfortable with networking and cold calling to find new prospects
o Continually looks to meet new people as a way to expand contact base
o Ability to work with other business areas to identify/qualify opportunities
o Proactively leads collaborative activities across BU's to identify resource and investment needs
o Strong understanding of legal implications and of the structure of contract with Client


* Negotiation

* Relationship Management

* Account Development Planning

* Commercial Acumen

* Consultative Selling

* Sales Process


* Adhering to Principles & Values

* Creating & Innovating

* Customer Focus

* Results Orientation

* Teamwork

* Communication

* Impact & Influence

* Leading Execution

* Developing Talent

* Managing Performance


Academic Qualification or equivalent business experience.

SITA is an Equal Opportunity Employer M/F/Disability/Veteran. SITA does not discriminate based on age, race, color, creed, religion, national origin, sex, disability, marital status, age, Vietnam Era Veteran status, or any other characteristic protected by state or federal law.

SITA is committed to assuring equal employment opportunity and equal access to individuals with disabilities. SITA will provide reasonable accommodation to a qualified individual with a disability to enable such individual to perform the essential functions of the position for which he/she is applying or in which he/she is employed.

SITA's equal employment opportunity policy applies to all employment practices and actions, including, without limitation, recruitment, application process, examination and testing, hiring, training, disciplinary actions, rate of pay or other compensation, advancement, classification, transfer, reassignment and promotions.