Business Development Manager (ATC)

Overview

In this role you will drive growth for SITA For Aircraft in the ATM/ANSP space, developing strategies and partnerships to win new business and expand existing accounts across Europe and beyond. You will work with cross-functional teams to tailor value propositions, advise customers on best-fit solutions, and lead or support negotiations and bids. The role combines market insight, technical knowledge of CNS/ATM, and strong stakeholder management to shape how SITA supports air traffic management at a global scale. This is a chance to influence solutions for critical aviation infrastructure within a high-collaboration, performance-driven environment.

Retribuzione / Benefits

• Flex Week: work from home up to 2 days/week
• Flex Day: adjustable workday
• Flex-Location: up to 30 days/year remote
• Employee Wellbeing: 24/7 EAP and Champion Health
• Professional Development: access to learning platforms
• Competitive Benefits

Responsabilità

• Generate and manage a pipeline of qualified ATC/ATM opportunities and drive them to close
• Develop and execute BD strategies for ATM/ANSP domains
• Maintain knowledge of EUROCAE, EASA, ARINC, ICAO and IATA standards in ATM/ANSP
• Collaborate with stakeholders to shape target market, value proposition, and differentiators
• Lead or support negotiations, executive briefings, and customer governance forums
• Advise customers on best match between SITA For Aircraft solutions and requirements
• Conduct consultative selling for account development (hunt/farm)
• Provide feedback to Product Teams on solution requirements and market challenges
• Maintain strong relationships with regional partners and represent the company at industry events
• Monitor market trends, competitor activity, and CNS/ATM tech developments
• Travel regularly across Europe and CIS, up to 40% of the time

Requisiti fondamentali

• 5+ years in relevant industry/market experience
• Expertise in business development, sales, contract negotiation
• Experience selling to ANSPs in Europe (e.g., DSNA, ENAIRE, NATS, DFS, PANSA, Eurocontrol, Skyguide)
• Proven experience in complex, multi-cultural, matrix organizations
• Experience interfacing with senior management
• Proven senior-level customer-facing relationship experience
• Airline or ANSP operations and product/solution knowledge
• Familiarity with CNS/ATM systems and datalink concepts (VHF, ATN, FANS, DL-FEP)
• Strong consultative selling, results-driven, team player
• Excellent negotiation, communication, and stakeholder management; knowledge of bid/project management
• Consultative selling mindset
• Stakeholder management
• Team collaboration
• Pre-FANS, FANS, ATN/VDLm2, DL-FEP, ProATN and datalink concepts
• Experience liaising with ANSPs and Eurocontrol
• Structured problem solving