Senior Pre-sales Product Specialist – Passenger Airline Solutions (systems DEMO team)

Purpose
• Responsible for proactively demonstrating the PSL Product (Passenger Solution Line - systems DEMO team) to new customers and supporting RFP’s, this will need to be technical and with a sales edge (like Horizon Weight and Balance systems, Revenue Integrity systems)
• Proactively boost sales in a defined domain (product, technology, value proposition, market segment or cross-solution line)
• Proactively engage with customers to generate leads and close opportunities, working with Sales & Account Management (SAM) under an agreed way of working

Key Responsibilities
• Build knowledge and understanding of SITA's products
• Develop, maintain and execute a clear Growth Plan for the defined domain. Work with SAM and Sales Support (SUP) to formulate and implement this plan
• Participate in the creation of account development plans for Tier 1,2,3 & 4 customers to ensure all potential is fully explored
• Contribute to the qualification of opportunities
• Build a strong understanding the market conditions in the defined domain and share this knowledge with the Solution Line (SL) and GEO, inputting to the refinement of the relevant portfolio and Go-To-Market strategy, including the development of clear value propositions
• Engage with customers to understand their requirements, and articulate SITA's value proposition
• In agreement with SAM, act as the "Opportunity Lead" on customer opportunities, with responsibility for the development and execution of the opportunity sales strategy and plan (approach and process) through to closure
• Engage with SAM and SUP, fully leveraging their skills and contacts to develop, pursue and close opportunities. Depending on the allocation of opportunity responsibilities, it may be necessary to coordinate the overall bid effort
• In cases where customers require a multiple SL solution, coordinate the sales support effort across multiple SLs
• Where requested, lead special sales incubation initiatives for new product launches to achieve early sales and to lead in-GEO launch activities (internal and customer-facing)
• Mentor/Coach the GEO SAM and SUP to transfer knowledge and expertise

Education and Professional Qualifications
Academic Qualification or equivalent business & technical experience.

Experience
• 4+ years of experience in IT (software) pre-sales/product related position
• Experience in customer facing role, able to deliver presentation to customer
• Experience in building client relationship at middle and senior management level
• Experience in dealing, assessing, analyzing and consolidating data for market tracking
• Experience in facilitating and participating market and sector development plans
• Working with people and coordinating cross-cultural teams
• Experience within Air Transport Industry (ATI) plus specific knowledge of baggage handling system, horizon weight & balance, departure control would be a BIG advantage

Knowledge and Skills
• Very good understanding of IT (software) or of relevant ATI domain and the technology behind it
• Familiar with the differences in business models of client's competitors
• Good knowledge of account plan methodology, sales processes and opportunity management
• Ability to work with other business areas to identify/qualify opportunities
• Takes a proactive approach to identifying new business opportunities including networking and cold calling to find new prospects
• Prioritizes on prospecting to expand customer base for new opportunities
• Continually looks to meet new people as a way to expand contact base
• Ability to successfully present new product to the customer
• Ability to translate customers’ requirements into technical development plan
• Good presentation and communication skills
• Ability to travel extensively
• Excellent verbal and written English