Senior Business Development Manager - Airport Passenger Portfolio

SITA Switzerland Sarl•Town of Islip, NY

11d•$120,000 - $150,000•Hybrid

About The Position

The Senior Business Development Manager, Airport Passenger Portfolio, drives new business growth and expands SITA’s passenger processing technology footprint across North America. The role identifies and develops opportunities with airports, airlines, terminal operators, and other aviation stakeholders, working with SITA’s Sales organization to build qualified pipeline, influence customer technology strategies, and convert opportunities into commercial success. It combines aviation industry knowledge, customer relationships, and consultative business development to position SITA solutions across the passenger journey, from check-in and baggage acceptance through identity verification and boarding. Ideally based at SITA’s Customer Experience Center (CEC) in Bohemia, New York, the position uses customer visits, technology demonstrations, and workshops to create and advance business opportunities. The role has direct accountability for pipeline development, opportunity progression, and contribution to SITA’s North American growth objectives. It partners with Account Managers across the sales cycle and works cross-functionally with Product Management, Solution Engineering, Delivery, and CEC teams. The position requires travel throughout North America and may involve regular work from the Bohemia CEC to support customer engagement and collaboration. The role focuses on SITA’s Airport Passenger Portfolio, including common-use passenger processing, self-service kiosks, self-bag drop, biometric solutions, identity verification, and boarding technologies. It also develops customer-specific value propositions and business cases, tracks market and competitive developments, and provides customer and market feedback to inform portfolio and go-to-market priorities. SITA describes its work environment as inclusive, with comfortable offices and the ability to work from home. Benefits and programs mentioned include Flex Day scheduling, Flex Location work from anywhere for up to 30 days per year, employee wellbeing resources, professional development opportunities, competitive benefits, and possible incentive compensation. The U.S. standard base pay range for New York is $120,000–$150,000 annually; actual pay varies by experience, performance, and location, and incentive compensation is not guaranteed.

Requirements

Significant experience in business development, enterprise solution sales, or commercial growth in aviation technology, airport operations, transportation technology, or a closely related industry.
Demonstrated success originating, developing, and advancing complex B2B technology sales opportunities.
Strong understanding of airport and airline passenger operations, customer technology requirements, and the aviation industry ecosystem.
Proven ability to establish and maintain relationships with senior airport, airline, and industry executives.
Strong commercial acumen, including experience developing business cases, value propositions, and competitive sales strategies.
Experience collaborating with Account Managers, Product Management, Solution Engineering, and other cross-functional teams.
Excellent communication, presentation, negotiation, and consultative selling skills.
Self-motivated, proactive, and results-oriented, with the ability to identify and pursue new business opportunities independently.
Willingness to travel throughout North America for customer engagements, industry events, and business development activities.

Nice To Haves

Direct experience with airport passenger processing technologies, including common-use systems, self-service solutions, baggage acceptance, biometrics, or passenger identity management.
Previous experience with an airport technology provider, aviation systems integrator, passenger processing technology company, or related solution provider.
Established relationships with airport authorities, airlines, terminal operators, consultants, and technology decision-makers across North America.
Experience developing business opportunities associated with major airport modernization, new terminal development, and infrastructure expansion programs.
Experience leading customer workshops, technology demonstrations, and executive-level solution discussions.
Ability to work regularly from SITA’s Bohemia, New York Customer Experience Center to support customer engagement and cross-functional collaboration.

Responsibilities

Identify, qualify, and develop new business opportunities for SITA’s Airport Passenger Portfolio across the United States and Canada.
Build and maintain a qualified opportunity pipeline, advancing opportunities from initial engagement through commercial closure with Account Managers.
Develop opportunities involving airport authorities, airlines, terminal operators, and other aviation stakeholders, including new customer acquisition, account expansion, and competitive displacement.
Engage early in airport modernization, terminal development, infrastructure expansion, and airline technology transformation initiatives to influence requirements and position SITA before formal procurement.
Develop customer-specific value propositions and business cases that demonstrate operational, financial, and passenger-experience benefits.
Identify cross-selling opportunities across the broader Airport Business Unit portfolio.
Serve as a commercial subject matter expert for SITA’s Airport Passenger Portfolio and position solutions as part of an integrated passenger journey.
Monitor airport and airline operational needs, passenger journey requirements, technology trends, and the North American competitive landscape.
Work with Product Management and Solution Engineering to shape commercially viable solutions and provide customer and market feedback for portfolio and go-to-market development.
Use the Bohemia Customer Experience Center to generate demand and advance commercial opportunities.
Plan and deliver customer visits, executive briefings, solution demonstrations, and collaborative workshops with Sales, Product Management, and CEC teams.
Engage customers during CEC visits, understand their priorities, demonstrate relevant capabilities, and identify opportunities.
Create and execute follow-up plans that convert customer engagements into qualified opportunities and measurable pipeline.
Develop customer-specific use cases and demonstrations showing how SITA solutions apply to airport and airline operations.
Build and maintain trusted relationships with senior decision-makers across airports, airlines, terminal operators, and the broader aviation ecosystem.
Engage airport consultants, technology partners, and industry influencers to identify opportunities and strengthen SITA’s market position.
Represent SITA at industry conferences, customer events, and relevant aviation associations.
Identify strategic partnerships and collaborative opportunities that can expand SITA’s reach and competitive position.
Track customer investment priorities, procurement timelines, and market developments to support proactive business development.
Partner with Account Managers through opportunity identification, qualification, solution development, proposal strategy, and commercial closure.
Lead early-stage customer discovery, solution positioning, and business case development.
Support RFI and RFP responses, executive presentations, competitive strategies, and complex commercial pursuits.
Collaborate with Sales, Product Management, Solution Engineering, and Delivery teams on customer proposals.
Maintain accurate pipeline and opportunity information in SITA’s sales management systems, including progress, risks, and forecasted outcomes.
Take accountability for qualified pipeline generation, opportunity progression, and contribution to new business Annual Contract Value objectives.
Support targeted marketing campaigns, industry engagement, and sales initiatives that accelerate demand and commercial growth.
Travel throughout North America for customer engagements, industry events, and business development activities.

Benefits

Flex Day scheduling to suit personal plans.
Flex Location: work from any location in the world for up to 30 days per year.
Employee Assistance Program available to employees and dependents 24/7, 365 days per year.
Champion Health personalized wellbeing platform.
Professional development and learning resources, including LinkedIn Learning, Microsoft’s Enterprise Skills Initiative, Airport Council International, Pluralsight, Harvard Business Publishing, and Stanford programs.
Competitive benefits based on local market and employment status.
Possible incentive compensation; not guaranteed.

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