Senior Account Manager (Aviation Technology)

Description

WELCOME TO SITA

At SITA, we keep airports moving, airlines flying smoothly, and borders open. Our technology and communication innovations power the success of the global air travel industry.

You’ll find us in 95% of international airports, working closely with over 2,500 transportation and government clients. Each partnership brings unique challenges, and we thrive on delivering fresh solutions and cutting-edge tech to keep operations running like clockwork. Here, we feel empowered, supported, and inspired to grow.

Are you ready to love your job?

The adventure begins right here, with you, at SITA.

ABOUT THE ROLE & TEAM 

(Remote in Chicago)

As a Senior Account Manager, you will own the strategic and commercial relationship with a portfolio of customers, including one or two Tier 1 accounts. You will drive profitable growth, retention, customer satisfaction, and long-term value by becoming a trusted advisor and aligning SITA’s capabilities with each customer’s business priorities.

Reporting to the Territory Director, you will lead, guide, and coach a cross-functional virtual account team to deliver the account strategy, achieve commercial objectives, and provide a consistent customer experience.

WHAT YOU WILL DO

• Own the account strategy and deliver assigned sales targets, profitable revenue growth, retention, renewals, and forecast accuracy.
• Manage one or two Tier 1 strategic accounts and a portfolio of Tier 2–4 customers, identifying, pursuing, and closing new business while expanding existing relationships.
• Develop and execute documented account development plans aligned with SITA’s short- and long-term objectives and the customer’s strategic priorities.
• Lead regular account reviews to confirm priorities, growth opportunities, risks, resource requirements, and clear ownership of actions.
• Build trusted relationships with C-suite executives, senior leaders, and key stakeholders, strengthening customer satisfaction, loyalty, and advocacy.
• Develop a deep understanding of each customer’s business, operating environment, priorities, and challenges to shape relevant solutions and long-term growth opportunities.
• Bring relevant industry insight and a differentiated perspective to customer conversations, connecting SITA’s value proposition to measurable business outcomes.
• Build and maintain a healthy, qualified pipeline in collaboration with Marketing and Business Development, converting demand into actionable sales opportunities.
• Maintain accurate CRM records, opportunity plans, forecasts, and account data to support effective decision-making and governance.
• Lead complex technology and managed-service opportunities from qualification through negotiation and closing, coordinating solution, commercial, pricing, legal, and bid resources.
• Guide and coach the virtual account team across Business Development, Solution Design, Commercial Management, Bid Management, Pricing, Delivery, and Service Management.
• Identify cross-functional resource needs, secure alignment, and hold contributors accountable for agreed account priorities and outcomes.
• Influence a broad range of customer stakeholders, facilitate alignment among decision-makers, and proactively manage the buying process to improve sales velocity.
• Monitor market, industry, and economic trends and translate them into relevant customer insights, account risks, and business opportunities.
• Secure required internal business approvals, including preparation and presentation for applicable governance reviews.
• Maintain executive oversight of commercial, delivery, and service performance, mobilizing the appropriate teams and process owners to resolve issues and protect the customer relationship.
• Ensure compliance with SITA policies, commercial governance, contractual commitments, and applicable external requirements.
• Support cash collection by helping resolve commercial or customer issues that may delay payment.

Qualifications

WHO YOU ARE

• Bachelor’s degree or equivalent relevant professional experience.
• Eight or more years of successful sales or strategic account management experience, preferably in aviation, travel technology, IT, telecommunications, or managed services.
• Demonstrated success in achieving or exceeding sales targets and delivering profitable revenue growth across a complex customer portfolio.
• Proven ability to build trusted relationships and influence C-suite executives, senior leaders, procurement teams, and other key stakeholders.
• Experience leading complex technology or managed-service opportunities, including qualification, solution shaping, financial structuring, negotiation, and closing.
• Strong account planning, pipeline management, sales forecasting, and CRM discipline in a large, matrixed organization.
• Excellent executive communication, presentation, strategic storytelling, negotiation, and commercial acumen.
• Ability to lead, coach, and align diverse cross-functional teams without direct reporting authority.
• Strong customer focus, sound judgment, and the ability to balance growth, profitability, service performance, and long-term relationships.
• Knowledge of the air transport industry and the ability to travel based on customer and business requirements are 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 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’ve 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 Benefits: Competitive benefits that make sense with both your local market and employment status. 

“Equal Employment Opportunity Employer / Veterans / Disabled.  SITA is an equal employment opportunity employer.  All qualified applicants will receive consideration for employment without regard of race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.

If you have a disability and you believe you need a reasonable accommodation, please email rehan.perera@sita.aero.  This Talent Acquisition Consultant will assist disabled job seekers whose disability prevents them from being able to apply online.”

Pay Transparency Nondiscrimination Provision 

In the U.S. (Chicago , Illinois) the standard base pay range for this role is $120K - $145K Annual. This base pay range is for the U.S. and is not applicable to locations outside of the U.S. Actual amounts will vary depending on experience, performance, and location. In addition to a competitive base pay, employees in this role may be eligible for incentive compensation. Incentive compensation is not guaranteed.