Overview Purpose The Director, Business Development & Strategic Sales is a senior growth leader responsible for creating, shaping and accelerating transformational business opportunities across the India Sub-Continent. The role goes beyond traditional sales execution to identify emerging market opportunities, influence customer investment agenda(s), build strategic ecosystems and convert complex aviation, airport, border and digital-travel transformation priorities into large-scale commercial opportunities for SITA. The Director operates at the intersection of market strategy, customer transformation, technology and commercial execution, engaging C-suite executives, government leaders, regulators, airport and airline leadership to position SITA as a strategic transformation partner. Working across Sales, Product, Engineering, Solutions, Delivery, Finance, Legal and Marketing, the Director mobilizes the organization around high-value opportunities and leads strategic pursuits from initial concept through commercial execution. This is a role for an aggressive business developer and strategic opportunity creator—someone who can identify where the market is going, create demand before a formal opportunity exists, shape customer requirements and build the internal and external coalition required to win.

Key Responsibilities
1. Strategic Opportunity Creation & Market Shaping
• Identify emerging aviation, airport, border and digital-travel trends and turn them into scalable commercial opportunities for SITA.
• Originate and lead transformational large opportunities built around airport operations, AI, data platforms and automation. 2. Market Expansion, White-Space & Ecosystem Development
• Develop regional and account-based growth strategies aligned with SITA's revenue targets.
• Identify white-space opportunities across existing customers, current accounts and adjacent markets.
• Build partner ecosystems of technology firms, consultants and system integrators for joint go-to-market opportunities. 3. Government, Aviation & Public-Sector Engagement
• Build strategic relationships with ministries, regulators, immigration and airport authorities shaping aviation modernization and digital-travel programs.
• Position SITA in national aviation, border management and digital-identity initiatives well ahead of formal procurement. 4.



Revenue Leadership & Strategic Pursuits
• Build and lead the strategic pipeline to deliver sustainable revenue, bookings and profitability growth.
• Lead complex, high-value opportunities from early shaping through to contract execution, backed by compelling business cases.
• Partner with regional sales leadership to convert strategic opportunities into annual business outcomes. 5. Executive Relationship Management
• Build trusted relationships with C-suite and senior decisionmakers across airlines, airports and governments.
• Influence customer investment decisions through outcome-based discussions on performance, innovation and digital transformation. 6. Strategic Leadership & Internal Orchestration
• Align Sales, Product, Engineering, Delivery, Finance and Legal around strategic pursuits and secure internal commitment to win.
• Mentor BD and sales teams and bring market intelligence into product strategy and investment decisions. Success Measures
•
• Growth in strategic pipeline and qualified white-space opportunities.
• Number and value of new strategic opportunities.
• Achievement of Revenue, margin, New Sales generated from strategic pursuits.
• Growth in market share, strategic account penetration and SITA's addressable market.
• Growth in executive-level relationships and strategic sponsorship.
• Growth in partner-led and ecosystem-led opportunities.
• Contribution to market strategy, product direction, business planning and investment priorities Qualifications Experience & Qualifications
• 20+ years of experience in enterprise technology sales, business development, strategic account management or commercial leadership.
• Strong experience in Aviation IT, Airport Technologies, Airline Solutions, Transportation Technology, Enterprise SaaS or Digital Transformation environments.
• Proven success leading complex, multimillion-dollar and transformational sales pursuits.




• Demonstrated ability to develop and execute growth strategies that deliver measurable business outcomes.
• Executive presence with a track record of engaging and influencing C-suite, government and senior public-sector stakeholders.
• Strong commercial, negotiation, stakeholder management and relationship-building capabilities.
• Experience leading cross-functional teams within global, matrixed organisations.
• MBA or equivalent advanced business qualification 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: At SITA, we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning, Microsoft's Enterprise Skills Initiative, and Airport Council International -available to all employees-to specialized solutions like Pluralsight for technology upskilling, Harvard Business Publishing for people leadership, Stanford for strategic development and many others, we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way. ? Competitive

Advantages:
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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