WHAT YOU’LL DO

• Business growth: Work with Borders Product manager and local/ regional sales & business development team to develop a successful go to market strategy and achieve profitable business growth in the assigned products/ solutions. Generate new leads and identify opportunities within assigned products/ Solutions for new and existing Borders accounts globally.
• Develop and maintain a healthy pipeline of qualified, active opportunities and manage them closely with the Product and local/ regional sales & business development team to ensure the growth sales plan is executed as per the set strategy.
• Market making, shaping, and relationships: maintain strong industry interaction, stay up to date with the latest market trends & technologies related to border management and focus on keeping close customer intimacy connecting with government influencers, decision-makers, business partners, and border management industry associations.
• Drive early customer engagement and prospecting efforts with local/ regional sales & business development team to build a strong pipeline, contribute to customer opportunity reviews, lead workshops, participate in an industry event, represent SITA as a speaker and be a team player in developing complex borders solutions to meet customer needs.
• Pipeline qualification and set deal strategy: Lead the collaboration with the local/ regional sales & business development team to increase in the number and value of qualified Borders opportunities through strong customer interactions, suggest tactics, pricing, competitive positioning, and ideas to incorporate into the selling strategies.
• Work with the local/ regional sales & business development team to stay focused on annual sales plans, active opportunities from creation to close. Make sure the local/ regional Sales & business development team can always keep accurate information and report all aspects of account and opportunity information within a Sales Force automation, to accurately report on forecast/pipeline.
• Competitive intelligence: Gather market intelligence and share the knowledge with related product, the local/ regional sales & business development team and leverage SITA existing communications and collaboration platform/ tools to spread the know-how. Contribute to Borders Monthly Newsletter.
• Customer success stories: In collaboration with marketing, product management and the local/ regional sales & business development team, develop and communicate customer case studies or other success stories by showing where and how SITA’s Border management solutions was implemented and the value SITA brought to the customer making travel easy, seamless and secure.

ABOUT YOUR SKILLS

• Minimum of 7 years’ experience in consultative selling, business development and managing large complex deal.

• Good Understanding of Border Control solutions, in particular Traveler Data products/ solutions including Advance Passenger Information (API), Interactive API, Passenger Name Record (PNR), Departure Control System (DCS), Travel Declarations and Data Quality for air, land and maritime.

• Good understanding of Border Management, seamless traveler journey, digital pre-clearance, borders dynamics, integrated borders, identity management, advance risk assessment are desired.

• Good understanding of end-to-end passenger journey and solutions related to border crossing, Travel Authorization (eVisa, ETA), Biometrics (fingerprints, face, iris), API, PNR, iAPI, Border Control (front/end/ backend), ABC Gates/ Kiosks, Risk assessment engines, watchlists systems, name matching and biometrics matching engines.

• Knowledge of industry stakeholder’s role such as ICAO, IATA, United Nations