Business Development Manager

Overview 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 Business Development Manager for Saudi Arabia, reporting to the Head of Business Development KSA, you will play a pivotal role in accelerating commercial growth and expanding SITA’s presence across government organizations, border-management authorities, and Mega-projects in the Kingdom. With a strong background in developing complex technology and transformation opportunities within the government and public sectors, you will promote capabilities spanning border management, digital identity, biometrics, security, data, communications, and other solutions relevant to government entities and Mega-projects. Beyond deep expertise in business development, sales strategy, and customer engagement, this role requires the ability to leverage Strategic Storytelling & Executive Communication and Ecosystem Partnerships & Hunter Growth to influence senior stakeholders, unlock new revenue streams, and position SITA as a trusted transformation partner. You will help shape customer vision, articulate business value, and create strategic partnerships that accelerate growth and strengthen SITA's market leadership. You will develop and execute the business development strategy for the assigned portfolio, shape strategic opportunities from an early stage, and coordinate SITA’s internal and external stakeholders throughout complex and often extended sales cycles. WHAT YOU'LL DO Drive profitable revenue growth across assigned government, border-management, and Mega-project segments through new customer acquisition, entry into new buying centers, and the cross-selling of relevant SITA capabilities. Develop and maintain strategic market, account, and stakeholder maps covering relevant government entities, border authorities, Mega-projects, regulators, consultants, decision-makers, influencers, and ecosystem partners. Lead the development and execution of capture plans for major strategic opportunities, defining the customer engagement strategy, competitive positioning, partner model, value proposition, and internal action plan. Build and maintain trusted executive-level relationships with government entities, and strategic partners to identify new opportunities and support customer success. Engage with customers early in the sales cycle to uncover business challenges, articulate business value, and develop solution-oriented sales strategies. Develop and execute targeted demand generation activities including industry events, executive presentations, webinars, and customer workshops. Orchestrate cross-functional pursuit teams—including Sales, Business Lines, Solution Engineering, Commercial, Legal, Finance, Delivery, and partners—to qualify, shape, and progress complex opportunities toward successful closure. Build and manage a substantial, qualified pipeline aligned with agreed growth and coverage targets; provide accurate forecasts; and maintain high-quality opportunity, stakeholder, and activity data within SITA’s CRM. Lead the commercial positioning of strategic proposals and RFP responses, ensuring that SITA’s value proposition, solution approach, partner strategy, and executive messaging are aligned with customer priorities. Engage customers, consultants, and ecosystem stakeholders ahead of formal procurement cycles to understand strategic priorities, influence requirements, and position SITA for upcoming opportunities. Analyze market trends, competitive intelligence, and customer insights to identify emerging business opportunities. Build and activate an ecosystem of strategic partners, local technology providers, consultants, system integrators, and industry influencers to extend SITA’s reach, strengthen local capabilities, and create joint routes to market. Contribute to customer success stories, sales playbooks, and value propositions that strengthen SITA's competitive differentiation. Establish trusted relationships with senior government officials, executives, procurement stakeholders, and technical decision-makers, while navigating the appropriate formal protocols and governance requirements. Qualifications ABOUT YOUR SKILLS Native Arabic speaker with 8–10 years of successful experience in business development or complex solution sales, with a demonstrated track record of creating pipeline, developing strategic opportunities, navigating long sales cycles, and delivering revenue growth. Proven business development experience within government, public-sector, border-management, infrastructure, or major transformation programs, including senior stakeholder engagement, complex tender management, and the development of strategic opportunities. Demonstrated ability in Strategic Storytelling & Executive Communication by translating complex technology and transformation solutions into compelling business, operational, security, and public-value outcomes that resonate with executive decision-makers and accelerate buying decisions. Proven expertise in Executive Communication, enabling stronger C-level engagement, stakeholder alignment, and influence across customer organizations. Demonstrated ability to build persuasive value propositions and deliver impactful presentations that connect customer challenges with measurable business benefits. Proven experience in Ecosystem Partnerships & Hunter Growth, creating new demand through strategic partnerships, prospecting initiatives, and market expansion activities. Strong capability in identifying new buying centers, uncovering net-new opportunities, and developing growth strategies that drive revenue acceleration. Comfortable navigating complex customer environments and long sales cycles using consultative selling techniques and stakeholder mapping. Ability to collaborate effectively across Sales, Product Management, Marketing, Solution Engineering, and Customer Success teams to achieve strategic business outcomes. Strong executive presence with the ability to influence, persuade, and build credibility with senior stakeholders and strategic partners. Data-driven decision-making skills with experience leveraging CRM systems, pipeline analytics, and customer insights to drive growth strategies. Demonstrated customer-centric mindset focused on building lasting relationships, creating business value, and delivering measurable customer outcomes. Strong understanding of Saudi government procurement practices, tendering processes, regulatory considerations, and public-sector decision-making environments. Experience developing complex commercial propositions, consortium or partnership models, and go-to-market strategies involving multiple internal and external stakeholders. Demonstrated ability to operate with a high level of autonomy, prioritize strategic pursuits, manage ambiguity, and secure senior internal alignment and investment. NICE-TO-HAVE Saudi nationals are strongly encouraged to apply. Direct experience in border management, digital identity, biometrics, security, or government digital-transformation solutions. Experience working with Saudi Mega-projects, sovereign entities, or major national transformation programs. Existing relationships across the Saudi government, security, border, or Mega-project ecosystem. Experience developing strategic alliances, consortiums, and partner-led routes to market. Experience in aviation, airports, airlines, border management, or transportation technology. MBA or postgraduate qualification in Business, Sales, or a related field. 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. Salary / Compensation Note Hidden (-999) Salary / Compensation Note Hidden (-999)

ABOUT YOUR SKILLS Native Arabic speaker with 8–10 years of successful experience in business development or complex solution sales, with a demonstrated track record of creating pipeline, developing strategic opportunities, navigating long sales cycles, and delivering revenue growth. Proven business development experience within government, public-sector, border-management, infrastructure, or major transformation programs, including senior stakeholder engagement, complex tender management, and the development of strategic opportunities. Demonstrated ability in Strategic Storytelling & Executive Communication by translating complex technology and transformation solutions into compelling business, operational, security, and public-value outcomes that resonate with executive decision-makers and accelerate buying decisions. Proven expertise in Executive Communication, enabling stronger C-level engagement, stakeholder alignment, and influence across customer organizations. Demonstrated ability to build persuasive value propositions and deliver impactful presentations that connect customer challenges with measurable business benefits. Proven experience in Ecosystem Partnerships & Hunter Growth, creating new demand through strategic partnerships, prospecting initiatives, and market expansion activities. Strong capability in identifying new buying centers, uncovering net-new opportunities, and developing growth strategies that drive revenue acceleration. Comfortable navigating complex customer environments and long sales cycles using consultative selling techniques and stakeholder mapping. Ability to collaborate effectively across Sales, Product Management, Marketing, Solution Engineering, and Customer Success teams to achieve strategic business outcomes. Strong executive presence with the ability to influence, persuade, and build credibility with senior stakeholders and strategic partners. Data-driven decision-making skills with experience leveraging CRM systems, pipeline analytics, and customer insights to drive growth strategies. Demonstrated customer-centric mindset focused on building lasting relationships, creating business value, and delivering measurable customer outcomes. Strong understanding of Saudi government procurement practices, tendering processes, regulatory considerations, and public-sector decision-making environments. Experience developing complex commercial propositions, consortium or partnership models, and go-to-market strategies involving multiple internal and external stakeholders. Demonstrated ability to operate with a high level of autonomy, prioritize strategic pursuits, manage ambiguity, and secure senior internal alignment and investment. NICE-TO-HAVE Saudi nationals are strongly encouraged to apply. Direct experience in border management, digital identity, biometrics, security, or government digital-transformation solutions. Experience working with Saudi Mega-projects, sovereign entities, or major national transformation programs. Existing relationships across the Saudi government, security, border, or Mega-project ecosystem. Experience developing strategic alliances, consortiums, and partner-led routes to market. Experience in aviation, airports, airlines, border management, or transportation technology. MBA or postgraduate qualification in Business, Sales, or a related field. 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.