Inside Sales Account Representative
9d ago


Welcome to SITA... We lead one of the mostexciting and advanced industries on earth. Around the world, nearly everypassenger flight relies on SITA technology, almost every airport and airlinedoes business with us, and it’s our job to support their operations.

As theworld's leading air transport IT and communications specialist, we’re committedto meeting the demands of the air transport industry around the clock, everyday.

Our Vision : Easy air travel every step of the way


With us there are no limits for peoplelooking to explore the edges of possibility and beyond. Together, we Go.Far.

Challenge : Our people take on some of the biggest challenges in our industry.They aren't afraid to think bigger, work harder and deliver smarter solutionsthat are continuously transforming air travel.

Opportunity : Taking on these challenges opens up a world of opportunities forour people. We make sure they have the chance to develop their skills, explorenew horizons and grow their careers on a global scale.

At SITA we believe that creating andnurturing an inclusive culture is about who we are as an organisation, and asan employer.

Diversity is more than a target to us, it’s a key part out of ourcollective identity and values.


  • Actively manage & develop a portfolioof Tier 4 / 5 customers for new business development
  • Act as the ultimate owner of the customerrelationship, focused on building customer satisfaction, loyalty and advocacy
  • Uncover opportunities and close businessin the Tier 4 / 5 segment
  • Salesactivities

  • Responsible for generating and closingnew business within Tier 4 / 5 segment
  • Upsell and cross sell relevant SITAsolutions
  • Generate SITA solutions within the Tier4 / 5 segment
  • Pro-actively reach out to prospects anduncover potential sales opportunities
  • Keep concise notes in SFDC detailingcritical conversations
  • When necessary, work closely with directsales representatives & other SITA customer facing individuals to acquirenew opportunities
  • Make cold calls to generate new businessopportunities and progress those into sales
  • Turn cold calls into warm calls via solidpre-call research and other social selling sales techniques
  • Accountmanagement

  • Follow up on all inbound inquiries, toinclude :
  • oSITA Marketplace inquiries (includingclick to chat)

    oFollowing up all Tier 4 / 5 marketingcampaign responder

    oFollow up inquiries via

  • Maximize reach into Tier 4 / 5 segmentaccounts - map and build a profile of these accounts
  • Ensure individual targets are met
  • Ensure opportunity pipeline and salesforecasts are accurate and up to date
  • Customer Management

  • Qualify any inbound enquiries from T1 / 2 / 3accounts and pass on to Field Sales
  • Achieve targets by selling, upselling andcross-selling identified products using outbound calling, consultative andinfluencing selling techniques to create positive results
  • Regularly engage with customers as perdefine KPIs
  • Act as the single point of commercialcontact, providing timely responses to customer queries
  • Engage with Marketing, execute targetedlead generation and market development programs
  • Maintain customer & prospect contactdata (CFF Contacts, Marketing Contacts, etc.)
  • Support, where required, the GEO CashCollection Team, which is responsible for Tier 4 / 5 customer cash collection andresolution of billing queries
  • Approach Tier 4 / 5 customers and promotefor SITA membership
  • Create brand awareness for SITA
  • Qualifications


    To be successful, you need to possess trackrecords in a sales function preferably within the ATI or IT sector. You mustalso have proven successful experience in business development and pipelinemanagement with clients at managerial levels.

  • Achieving or exceeding sales targets
  • Experience in executing accountdevelopment plans
  • Positive customer service experience
  • Techno-commercial acumen of selling ITbased business solutions for Air Travel or other industries
  • B2B technology sales via the phone
  • Knowledge of sales methodology a big plus(SPIN, BANT...)
  • Understanding of ATI or similar businesspreferred
  • Understanding of the key metrics anddrivers of value creation for ATI business an asset
  • Comfortable with networking and coldcalling to find new prospects
  • Capacity to upsell and grow existingbusiness
  • Must have strong written and verbalcommunication skills
  • Academic qualifications or equivalentbusiness professional experience
  • If you apply we will carefully review yourfit against the position criteria and feedback to you. If your profile does notmeet the criteria, we will retain your profile as an active applicant forfuture consideration.

    If you need direct support, you can contact us onsahiba.virk mundae Thanks for your interest in SITA

    Job Posting

    Dec 5, 2018, 1 : 44 : 07 AM

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