Senior Manager-Business Development (Biometrics Strategy)

SITA is a technology company that keeps airports moving and airlines flying smoothly. The Senior Business Development Manager – Biometrics Strategy & Policy Engagement is responsible for driving market adoption and strategic growth for SITA’s biometric identity solutions across North America, serving as a strategic advisor to various stakeholders in the aviation and border management sectors.

Responsibilities:

• Develop and lead biometrics-focused business development and consulting propositions aligned to SITA’s Borders and Airports portfolios, positioning SITA’s end-to-end biometrics journey as trusted, interoperable, and policy-aligned
• Develop executive narratives, value propositions, business cases, and strategic messaging that demonstrate how policy, regulation, and industry standards influence airport investment and procurement decisions
• Establish and lead executive roundtables, customer advisory forums, user groups, webinars, and industry events to strengthen SITA’s visibility, thought leadership, and market presence
• Drive targeted market development activities that increase awareness, consideration, and adoption of SITA’s biometric identity and digital traveler journey solutions
• Monitor market trends, customer priorities, competitive activity, and emerging technologies to identify opportunities for growth and differentiation
• Partner with Sales teams to achieve revenue growth, customer retention, strategic account expansion, and pipeline development objectives across SITA’s Airports and Borders portfolios
• Generate new opportunities through executive engagement, consultative business development, account expansion, upsell and cross-sell activities, and identification of new buying centers
• Maintain a pipeline of qualified opportunities and support their progression through the sales lifecycle to closure
• Provide strategic leadership on high-value pre-sales engagements, account planning, and opportunity qualification, particularly where airport purchasing decisions are influenced by policy, regulation, or border mandates
• Develop trusted relationships with senior executives, airport authorities, government stakeholders, industry leaders, and ecosystem partners
• Identify opportunities to develop new advisory and consulting offerings focused on biometrics strategy, governance, policy alignment, and cross-border ecosystem integration
• Contribute to regional and global partnerships that strengthen SITA’s biometrics ecosystem and go-to-market strategy
• Collaborate with Sales teams to increase the number, quality, and value of qualified opportunities
• Support proposal development, RFIs, RFPs, executive presentations, business cases, and commercial solution positioning
• Provide guidance on competitive positioning, opportunity strategy, stakeholder engagement, and executive messaging
• Ensure biometrics, digital identity, border management, and airport operational capabilities are effectively incorporated into customer solutions and proposals
• Maintain accurate pipeline, forecast, and opportunity information and support strategic forecasting activities
• Maintain deep knowledge of aviation, biometrics, digital identity, border management, and traveler facilitation trends, including competitor strategies and regulatory developments
• Provide Sales teams with market intelligence, competitive insights, messaging frameworks, and industry knowledge to strengthen customer engagements
• Capture customer priorities, market objections, and industry requirements to strengthen positioning and support future product development
• Partner with Product Management, Product Marketing, and Sales Enablement teams to develop case studies, success stories, thought leadership content, presentations, and customer-facing collateral
• Represent SITA externally through industry events, professional networks, speaking engagements, webinars, and digital channels

Requirements:

• Bachelor's degree in Business, Technology, Digital Identity, Public Policy, Telecommunications, Aviation Management, Engineering, or a related discipline
• 15+ years of experience in business development, consulting, strategy, advisory, executive sales, market development, or leadership roles within aviation, border management, biometrics, digital identity, cybersecurity, telecommunications, or related technology industries
• Demonstrated expertise in biometrics, digital identity, and end-to-end traveler journeys spanning border and airport environments
• 7+ years of proven success generating revenue growth, developing strategic pipelines, and supporting complex enterprise sales engagements
• Proven ability to operate effectively at C-suite, agency leadership, and board levels across U.S., Canadian, and international organizations
• Strong understanding of how government policy, regulatory frameworks, and industry standards influence airport technology investment and procurement decisions
• Experience shaping industry narratives, policy-aligned positioning, executive-level advisory content, and strategic market development initiatives
• Track record of building executive relationships, strategic partnerships, and influencing complex stakeholder environments
• Experience developing and executing business development plans, including market assessment, opportunity analysis, forecasting, and growth strategy execution
• Excellent communication, facilitation, negotiation, and presentation skills, including executive briefings, workshops, and industry presentations
• Ability to operate effectively in a matrixed global organization, influencing outcomes without direct authority