Business Development Senior Manager, Border Management

WELCOME TO SITA  

We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.

You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?

Are you ready to love your job? The adventure begins right here, with you, at SITA.

ABOUT THE ROLE AND TEAM

This role is available in multiple locations across Europe, including Tallinn, Brussels, Rotterdam, and Prague.

As a Business Development Senior Manager, you will play a pivotal role in expanding SITA's Border Management footprint across Europe. You will lead generating new government-focused business, by identifying opportunities, initiating contact with key stakeholders, and driving complex sales cycles to close.

This role is critical to enabling Border Management's strategic growth by fostering long-term relationships with public sector entities, navigating procurement and RFP processes, and unlocking new revenue streams. To succeed, you will need a hunter mindset, consultative selling abilities, and the strategic capability to align our offering with government needs and regulatory environments.

WHAT YOU'LL DO

• Identify and pursue new business opportunities with government and public agencies across Europe.
• Generate and nurture contacts through creative prospecting approaches, including cold outreach, networking, and attending conferences.
• Develop and manage a pipeline of qualified leads from first contact to deal closure.
• Articulate SITA's value proposition and tailor messaging to address the specific pain points and strategic goals of government clients.
• Lead the engagement in RFPs and government tenders, driving and coordinating internal teams to shape compelling proposals.
• Build and maintain trusted relationships with government stakeholders at both technical and executive levels.
• Accurately manage all sales activities and forecasts using Salesforce or similar CRM platforms.
• Represent SITA at industry events to elevate our brand and identify emerging opportunities.
• Collaborate cross-functionally with product, legal, and marketing teams to deliver tailored solutions.
• Maintain momentum through long, complex sales cycles with a strong sense of ownership and drive.

ABOUT YOUR SKILLS

• Experience in business development, sales, or strategic account management, preferably in government technology, border management, public safety, or similar business experience in the public sector.
• Bachelor's degree in Business Administration, International Relations, Political Science, , Engineering, or a related field.
• Experience working in or with public sector organizations (e.g., ministries of interior, immigration or border control agencies, security services). Knowledge of government structures, procurement policies, especially in European markets.
• Proven track record of winning or working on complex deals in highly regulated, government-led procurement environments including RFPs and tenders.
• Ability to penetrate new markets by establishing contact with previously untapped government agencies.
• A hunter mindset with ability of identifying high-value opportunities and turning cold leads into strategic wins.
• Comfortable navigating ambiguity and starting from scratch using persistence, research, and creative strategies to open doors in new territories.
• Ability to collaborate cross functionally with commercial, product, and legal teams to align offers with both customer requirements and internal strategy.
• High level of English fluency in both written and verbal communication.

NICE-TO-HAVE

• Existing network of government contacts across Europe, particularly in border security, immigration, or homeland defense agencies.
• Prior experience in identity management, biometrics, or national security programs.

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 location)

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: Level up your skills with our training platforms, including LinkedIn Learning 

Competitive Benefits: 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.