Senior Account Manager (Aviation Technology)

SITA Switzerland Sarl • Chicago, IL

3d • $120,000 - $145,000 • Remote

About The Position

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.

Requirements

• 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.

Nice To Haves

• Knowledge of the air transport industry
• Ability to travel based on customer and business requirements

Responsibilities

• 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.

Benefits

• Employee Assistance Program (EAP)
• Champion Health – a personalized platform that supports a range of wellbeing needs.
• Access to world-class platforms and programs for professional development including LinkedIn Learning, Microsoft's Enterprise Skills Initiative, Airport Council International, Pluralsight, Harvard Business Publishing, and Stanford.
• Competitive benefits that make sense with both your local market and employment status.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree