Overview
PURPOSE
As a Sustainability Solution Manager for an Operations at Airports portfolio product line, you are responsible for supporting the global business development teams in order to achieve sales targets for the Sustainability product line.
You have a lead role in the Sustainability Centre of Expertise (CoE), engaging with 3rd party providers of the tools that are used to support the SITA solutions and providing expert knowledge and guidance to pre-sales and delivery teams.
You work closely with solutions teams to qualify, shape and secure sales opportunities, and with the Product Manager to align growth and product roadmap with knowledge from the market and the industry.
You seek to establish a trusted advisor relationship with clients whilst assisting with onboarding of products and enabling longer term mutually beneficial growth.
KEY RESPONSIBILITIES
- Actively evangelize and market your products and solutions, participate in the consultative selling process with the commercial and sales teams.
- Regularly interlock with business development and pre-sales teams to garner the required support for meeting sales and growth targets.
- Understand and communicate SITA’s product positioning, at the process level, feature level, and pricing level against competitors.
- Validate bid responses GEOs assemble with toolkit material and experience. Generate new toolkit collateral and provide responses for information not contained therein.
- Assist the Training department is delivering product level training for sales, pre-sales, delivery, and operations.
- Work with the product manager to monitor the evolving market analysis, competitor analysis, pricing strategy, and identify future industry and technology trends.
- Provide input to and influence changes to the functional technical and commercial roadmap, based on market potential data.
- Support & monitor key initiatives that will yield future revenues, including expansion into new offerings, new market segments, and major account development including competitor strongholds.
- Establish and maintain a good working relationship with internal and external customers, and engage with both, to obtain a better understanding of their needs in order to deliver profitable service offerings.
- Develop in-depth understanding of SITA and 3rd party products provided as part of an overall solution and assist clients with onboarding of these products.
Qualifications
EXPERIENCE
- 5-6 years of experience in Airports Industry or supporting a technical pre-sales role.
- Experience and understanding of Sustainability, in particular its applicability to the Aviation sector, with a willingness to grow knowledge and establish a deep understanding of the business domain across all client stakeholders
- Proven track record in producing, communicating and documenting successful customer solutions, well versed with value engineering, understanding the complexities of solution design, development and delivery
- Pre-sales Business and or Commercial experience. Skilled in value articulation and critical thinking to engage senior customer stakeholders and develop a compelling sales pitch
- Experience and passion for air transport and airport operations, in order to define user and buyer personas and to build and market compelling product offerings.
PROFESSION COMPETENCIES
- Addressing Customer Needs
- Business Case Justification
- Commercial Acumen
- Networking
- Partnering for Clients' Success
- Problem Solving
- Products and Services
- Quality in Design
- Requirements Analysis
- Sales Process Knowledge
- Solutions Development
- Strategic Thinking
- System and Technology Integration
CORE COMPETENCIES
- Adhering to Principles & Values
- Communication
- Creating & Innovating
- Customer Focus
- Impact & Influence
- Leading Execution
- Managing Performance
- Results Orientation
- Teamwork
EDUCATION & QUALIFICATIONS
- BSc level Technical Degree or equivalent experience in Sustainability Management.
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