Business Development Senior Manager - MSI
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Overview
WELCOME TO SITA
We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.
You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting‐edge tech to make their operations run like clockwork. Want to be a part of something big?
Are you ready to love your job? The adventure begins right here, with you, at SITA.
About the Role & Team
The Business Development Senior Manager with focus on MSI (Master Systems Integration) is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve retention revenue, new business growth and client satisfaction goals within the designated territory and accounts for all SITA Business Lines and 3rd Party IT Provider. They bring ATI and technology subject matter expertise and business acumen to our customers' business processes. With Sales Reps they engage in a consultative selling approach throughout the course of a deal, building customers' and sales reps' awareness of offerings and helping reps improve their confidence and capabilities. You will serve as the key interface between our organization, external service providers, and senior customer stakeholders, ensuring that outsourcing initiatives deliver maximum value, efficiency, and operational excellence.
SITA Business Lines: Communications & Infrastructure; Baggage Management; Airport Operations; Passenger Operations; Border Management; Aircraft / Flight Operations, Data & Aircraft-Communication; Airport Interior Design & Build Solutions; Cargo Operations & Commercial Management.
Key Responsibilities
Business growth: Work with Sales Reps to achieve profitable sales growth. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross‐sell, including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.
Executive relationships. Increase the number and frequency of interactions with key customer and industry personnel, especially executive buyers' business partners and industry associations. Build trusted relationships with executive buyers across market segments, customer accounts, and vertical business areas.
Highly targeted and measurable demand creation activities for a set of products within SITA Business Areas/Lines directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations, webinars and other outreach events.
Lead and oversee the MSI strategy, architecture, and execution for major integration programs.
Coordinate with internal teams, multiple vendors, partners, and subcontractors across all integration phases.
Facilitate workshops, design reviews, and technical governance meetings.
Act as a trusted advisor for customers and senior stakeholders.
Ensure compliance with aviation-specific standards, IT security practices, and airport operational requirements.
Support tender processes, technical assessments, and solution evaluations.
Qualifications – Who You Are
7+ years of experience in large‐scale IT and OT system integration projects.
Demonstrated expertise in Master Systems Integration (MSI), including architecture, middleware, APIs, and enterprise integration frameworks.
Proven participation in large RFP/RFI processes and MSI contract design.
Strong understanding of high‐availability environments, mission‐critical systems, and secure infrastructure.
Excellent communication, negotiation, and relationship management skills.
Knowledge & Skills – Professional Competencies
Articulating key messages
Business case planning
Collaborative
Competitive Capability
Configuration/pricing/quoting systems
Consultative Selling
Demand creation/prospecting
Desire for continuous improvement
Disciplined
Entrepreneurial mindset
Ethics and Integrity
Goal oriented Result oriented
High energy
Interpersonal skills
Manage Time
Marketing automation
Negotiation
Networking
Opportunity management
Pipeline/forecast management
Presentation skills
Problem Solving
Proposal/RFP systems
Sales Process Knowledge
Self‐motivated
Social media experience
Web conferencing/telepresence
Writing skills
Core Competencies
Adhering to Principles & Values
Communication
Creating & Innovating
Customer Focus
Developing Talent
Impact & Influence
Leading Execution
Managing Performance
Results Orientation
Strategic & Commercial Thinking
Teamwork
Visionary Thinking & Leading Change
Education & Qualifications
Bachelor's degree required. Master's degree/MBA preferred.
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 Week: Work from home up to 2 days/week (depending on your team's needs)
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 have 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: Level up your skills with our training platforms, including LinkedIn Learning!
Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self‐identify in the application process.
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