About this role
Overview
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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. We don't just move the world forward-we're proud to be recognized as a Great Place to Work ® by 79% of our employees and certified in most of our growing locations. 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
As a Sales & Account Manager for Saudi Arabia, reporting to the VP Commercial KSA, you will act as the senior commercial owner for a portfolio of strategic government and border-management customers, with an initial focus on strategic national technology, information, and border-management organizations.
You will combine strong account management expertise with strategic sales capabilities to expand SITA’s footprint, accelerate pipeline growth, and strengthen customer loyalty.
The role requires the ability to influence senior stakeholders, communicate compelling business value, build strategic partnerships, and uncover new growth opportunities through consultative engagement and ecosystem collaboration. In addition to managing assigned strategic accounts, you will contribute to the development of SITA’s broader Government and Border ecosystem and support the expansion of SITA into adjacent and emerging markets, including Tourism, Hajj and Umrah, sports, and other government-led sectors.
Success in this role requires excellence in Strategic Storytelling & Executive Communication to articulate SITA's value proposition and influence decision-makers, as well as Ecosystem Partnerships & Hunter Growth to identify, develop, and convert growth opportunities into sustainable revenue streams. These capabilities support SITA's strategy of expanding customer value while strengthening long-term partnerships.
As a senior member of the KSA commercial team, you will also provide commercial guidance and pursuit support to the Grade 5 Sales and Account Manager responsible for emerging markets, helping develop account strategies, navigate complex stakeholders, and progress strategic opportunities.
WHAT YOU’LL DO
- Own and grow a portfolio of strategic government and border-management accounts, taking end-to-end responsibility for the commercial relationship, account strategy, customer engagement, retention, and profitable growth.
- Develop and execute comprehensive Account Development Plans covering customer priorities, stakeholder mapping, installed base, contract position, whitespace opportunities, competitive threats, engagement actions, and short- and long-term growth objectives.
- Build and maintain comprehensive stakeholder maps across assigned customers, developing relationships with executive sponsors, business owners, technical stakeholders, procurement teams, and operational users.
- Protect and expand SITA’s existing business by identifying, pursuing, and closing renewal, upsell, cross-sell, and net-new opportunities across assigned accounts and the wider ecosystem.
- Maintain clear oversight of customer contracts, renewal dates, commercial commitments, service scope, and potential revenue risks, initiating renewal and expansion strategies sufficiently in advance.
- Act as the senior commercial point of coordination for customer escalations, working with Delivery, Customer Success, and operational teams to ensure clear ownership, timely communication, and effective resolution.
- Establish and maintain an appropriate customer-governance cadence, including executive reviews, operational reviews, account-development discussions, and structured follow-up of agreed actions.
- Build trusted advisor relationships with senior customer stakeholders and decision-makers.
- Use strategic customer insights and market intelligence to uncover business challenges and align SITA solutions accordingly.
- Drive demand generation activities and collaborate with Marketing to convert qualified opportunities into sales pipeline.
- Lead customer-facing discussions, presentations, and executive engagements that position SITA as a strategic business partner.
- Lead the commercial coordination of cross-functional teams—including Business Development, Business Lines, Solution Engineering, Delivery, Customer Success, Commercial Management, Legal, Finance, Bid Management, and Pricing—to deliver customer commitments and achieve account objectives.
- Collaborate closely with Business Development on ecosystem expansion and net-new opportunities, ensuring clear coordination, account alignment, and an effective transition from opportunity creation to account ownership.
- Ensure accurate forecasting, CRM data management, commercial governance, and compliance with internal policies.
- Own the commercial performance of assigned accounts, including revenue growth, pipeline, forecasting, renewals, margin protection, customer satisfaction, contractual compliance, risk management, and cash collection.
- Monitor customer satisfaction, retention risks, competitive threats, and relationship health, developing corrective or improvement plans where required.
Qualifications
ABOUT YOUR SKILLS
- 8–10 years of successful experience in sales and account management, with a demonstrated track record of growing strategic accounts, retaining existing business, developing complex opportunities, and achieving revenue and profitability objectives.
- Proven experience managing complex government or public-sector customers, including senior stakeholder engagement, formal procurement processes, contract management, and long sales and decision cycles.
- Professional fluency in Arabic and English, with the ability to communicate, present, and negotiate effectively with customer and internal stakeholders in both languages.
- Strong understanding of the Saudi government environment, including procurement practices, organizational protocols, regulatory considerations, and stakeholder decision-making processes.
- Strong financial and commercial acumen, with the ability to understand pricing, margins, contractual obligations, payment terms, revenue risks, and business-case implications.
- Ability to coach and support less-experienced commercial colleagues, providing guidance on account planning, stakeholder engagement, opportunity strategy, and internal coordination.
- Demonstrated ability to leverage Strategic Storytelling & Executive Communication to translate complex business and technology concepts into compelling customer-focused narratives that influence executive stakeholders and accelerate decision-making.
- Proven experience in Ecosystem Partnerships & Hunter Growth , developing strategic relationships across customer organizations, partners, and industry networks to identify and convert growth opportunities.
- Ability to initiate compelling sales conversations by connecting customer priorities with measurable business outcomes and long-term value creation.
- Strong consultative selling approach with the ability to understand customer needs, motivations, buying influences, and decision-making processes.
- Skilled at communicating with C-level executives, presenting strategic recommendations, and gaining alignment among diverse stakeholder groups.
- Experience building trusted advisor relationships that strengthen customer loyalty, improve retention, and expand account value.
- Strong business acumen with the ability to identify market trends, customer challenges, and commercial opportunities.
- Demonstrated capability to navigate complex sales cycles, overcome resistance, and drive successful business outcomes.
- Ability to collaborate effectively across global, virtual, and cross-functional teams to achieve shared customer and business objectives.
- Excellent planning, networking, relationship management, and accountability skills, with a strong focus on achieving ambitious growth targets.
NICE-TO-HAVE
· Experience in air transport, border management, digital identity, biometrics, government technology, or national digital-transformation programs.
· Existing relationships within the Saudi government, technology, information, security, or border-management ecosystem.
· Experience managing strategic customers involving multiple contracts, solutions, Business Lines, and delivery stakeholders.
· Experience leading complex solution-selling opportunities involving partners and multiple internal functions.
· Experience supporting the development of adjacent government sectors such as Tourism, Hajj and Umrah, sports, and major national 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 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 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.
Starting Compensation
## Compensation Note
Hidden (-999)
Starting Compensation
## Compensation Note
Hidden (-999)