Senior Business Growth Specialist

7 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia SITA Full time
About Us

At SITA, we pride ourselves on being the team that keeps airports moving, airlines flying smoothly, and borders open. Our innovative tech and communication solutions drive the success of the world's air travel industry.

We have a global presence in 200 countries, partnering closely with over 2,500 transportation and government clients who require tailored solutions for their specific needs. Our goal is to deliver cutting-edge technology and services that enhance operational efficiency and security.

Our Border Management business, SITA AT BORDERS, is a leading provider of solutions for governments to effectively manage borders. With expertise spanning both border operations and international travel, we aim to create seamless and secure travel experiences.

Our Approach

We take a collaborative approach to delivering solutions, working closely with our clients to understand their needs and tailor our offerings accordingly. Our teams comprise experienced professionals with deep domain knowledge and technical expertise.

Our Technology

We utilize cutting-edge technology to provide efficient and effective solutions for border management. Our solutions cater to various stakeholders, including government agencies, airlines, and passengers.

Our Global Reach

We operate globally, with a presence in 200 countries. This enables us to serve a diverse client base and adapt to regional requirements.

Why Join Us?

We offer a dynamic work environment that fosters innovation, diversity, and inclusion. Our employees enjoy a range of benefits, including flexible working arrangements, professional development opportunities, and a commitment to employee wellbeing.

About the Role
  • Business Growth: Collaborate with our Product Manager and local/regional sales & business development team to develop a successful go-to-market strategy and achieve profitable business growth in assigned products/solutions.
  • Develop and Maintain a Healthy Pipeline: Develop and maintain a healthy pipeline of qualified, active opportunities and manage them closely with the Product and local/regional sales & business development team to ensure the growth sales plan is executed as per the set strategy.
  • Market Making, Shaping, and Relationships: Maintain strong industry interaction, stay up-to-date with the latest market trends & technologies related to border management, and focus on keeping close customer intimacy by connecting with government influencers, decision-makers, business partners, and border management industry associations.
  • Drive Early Customer Engagement: Drive early customer engagement and prospecting efforts with local/regional sales & business development team to build a strong pipeline, contribute to customer opportunity reviews, lead workshops, participate in industry events, represent SITA as a speaker, and be a team player in developing complex borders solutions to meet customer needs.
  • Pipeline Qualification and Set Deal Strategy: Lead the collaboration with the local/regional sales & business development team to increase the number and value of qualified Borders opportunities through strong customer interactions, suggest tactics, pricing, competitive positioning, and ideas to incorporate into the selling strategies.
  • Work with the Local/Regional Sales & Business Development Team: Work with the local/regional sales & business development team to stay focused on annual sales plans, active opportunities from creation to close, and ensure they can keep accurate information and report all aspects of account and opportunity information within a Sales Force automation to accurately report on forecast/pipeline.
  • Competitive Intelligence: Gather market intelligence and share knowledge with related product, the local/regional sales & business development team, and leverage SITA existing communications and collaboration platform/tools to spread the know-how. Contribute to Borders Monthly Newsletter.
  • Customer Success Stories: In collaboration with marketing, product management, and the local/regional sales & business development team, develop and communicate customer case studies or other success stories by showing where and how SITA's Border management solutions were implemented and the value SITA brought to the customer making travel easy, seamless, and secure.

About Your Skills


• Minimum of 7 years' experience in consultative selling, business development, and managing large complex deals.


• Good understanding of Border Control solutions, particularly Traveler Data products/solutions including Advance Passenger Information (API), Interactive API, Passenger Name Record (PNR), Departure Control System (DCS), Travel Declarations, and Data Quality for air, land, and maritime.


• Good understanding of Border Management, seamless traveler journey, digital pre-clearance, borders dynamics, integrated borders, identity management, advance risk assessment are desired.


• Good understanding of end-to-end passenger journey and solutions related to border crossing, Travel Authorization (eVisa, ETA), Biometrics (fingerprints, face, iris), API, PNR, iAPI, Border Control (front/end/backend), ABC Gates/Kiosks, Risk assessment engines, watchlists systems, name matching, and biometrics matching engines.


• Knowledge of industry stakeholder's role such as ICAO, IATA, United Nations.

About What We Offer

We're All About Diversity

We operate in 200 countries, 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.

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: Level up your skills with our training platforms, including LinkedIn Learning

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.

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