Strategic Account Lead

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 Strategic Account Lead, you will own SITA’s relationship with our most strategically important UAE accounts in the aviation sector, planning and driving sales execution across complex, large enterprise customers. You will act as a trusted advisor to senior customer stakeholders, shaping long-term account strategies, expanding relationships, and identifying growth opportunities. You will be the single point of accountability for account strategy, executive coverage, and commercial outcomes. You will carry a sales target and lead complex, multi-solution sales cycles, while simultaneously building the stakeholder coverage and account governance discipline that this scale of customer requires WHAT YOU’LL DO Own and manage strategic relationships with large, complex enterprise customers across the UAE market. Carry and deliver the annual sales targets for the account, including new business and renewals. Lead complex, multi-solution sales cycles from origination through commercial close, including non-standard commercial structures and multi-year agreements. Build a qualified pipeline by identifying and shaping opportunities early, particularly around customer transformation programs and infrastructure initiatives such as new airport and terminal developments. Develop and execute account strategies that drive revenue growth, retention, and long-term partnership value. Build and maintain a comprehensive stakeholder map across executive, program, requirements, technical, and commercial layers of the customer organization. Establish and run a disciplined account governance cadence with both customer and internal SITA stakeholders. Operate as the customer's primary senior interface for SITA, with executive presence appropriate to engaging C-level and SVP-level stakeholders. Engage senior customer stakeholders (C-level and SVP-level) to understand business objectives, challenges, and buying drivers, and translate these into commercial opportunities for SITA. Identify cross-sell and up-sell opportunities aligned with the customer's mid- to long-term business needs. Coordinate internal stakeholders across sales, pre-sales, delivery, operations, and leadership to deliver integrated solutions. Represent SITA at customer meetings and industry events to strengthen market presence and customer trust. Maintain accurate pipeline management, forecasting, and CRM discipline. Ensure compliance with company policies, contractual frameworks, and regulatory requirements. Qualifications ABOUT YOUR SKILLS Customer Focus: Builds deep, trusted relationships with senior customer stakeholders and consistently delivers customer-centric solutions in complex environments. Manages Complexity: Makes sense of high volumes of information, multiple stakeholders, and ambiguous requirements to progress opportunities effectively. Business Insight: Applies strong understanding of enterprise business models and market dynamics to shape account strategies and value propositions. Initiates Compelling Sales Conversations: Leads high-impact, value-driven discussions that resonate with executive-level audiences. Understands Customer Needs: Articulates customer objectives in commercial and operational terms, aligning solutions to real business outcomes. Builds Networks: Effectively collaborates across internal teams and external partners to influence outcomes and deliver results. Persuades & Influences: Uses compelling logic and evidence to secure commitment in complex decision-making environments. Ensures Accountability: Manages commitments rigorously and delivers against agreed targets and timelines. Communicates Effectively: Adapts communication style to diverse audiences, from technical teams to C-level executives. EXPERIENCE & QUALIFICATIONS 10+ years of experience managing large, complex enterprise accounts, with at least 5 years engaging C-level and senior-level stakeholders directly. Demonstrated success carrying and delivering against significant sales targets on strategic accounts, including multi-year, multi-solution engagements. Track record of building and maintaining stakeholder coverage across complex customer organizations. Proven experience in the UAE market, with strong understanding of regional business dynamics and customer expectations. Demonstrated success managing large, complex enterprise customers across multi-year, multi-solution engagements. Strong background in B2B solution selling within technology, infrastructure, or services-led environments. Bachelor’s degree or equivalent experience; advanced education is advantageous. NICE-TO-HAVE Direct experience selling to or working with airlines, airports, or aviation infrastructure programs is strongly preferred. Familiarity with airport operations, passenger services, or airline IT systems is a significant advantage. 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. ABOUT YOUR SKILLS Customer Focus: Builds deep, trusted relationships with senior customer stakeholders and consistently delivers customer-centric solutions in complex environments. Manages Complexity: Makes sense of high volumes of information, multiple stakeholders, and ambiguous requirements to progress opportunities effectively. Business Insight: Applies strong understanding of enterprise business models and market dynamics to shape account strategies and value propositions. Initiates Compelling Sales Conversations: Leads high-impact, value-driven discussions that resonate with executive-level audiences. Understands Customer Needs: Articulates customer objectives in commercial and operational terms, aligning solutions to real business outcomes. Builds Networks: Effectively collaborates across internal teams and external partners to influence outcomes and deliver results. Persuades & Influences: Uses compelling logic and evidence to secure commitment in complex decision-making environments. Ensures Accountability: Manages commitments rigorously and delivers against agreed targets and timelines. Communicates Effectively: Adapts communication style to diverse audiences, from technical teams to C-level executives. EXPERIENCE & QUALIFICATIONS 10+ years of experience managing large, complex enterprise accounts, with at least 5 years engaging C-level and senior-level stakeholders directly. Demonstrated success carrying and delivering against significant sales targets on strategic accounts, including multi-year, multi-solution engagements. Track record of building and maintaining stakeholder coverage across complex customer organizations. Proven experience in the UAE market, with strong understanding of regional business dynamics and customer expectations. Demonstrated success managing large, complex enterprise customers across multi-year, multi-solution engagements. Strong background in B2B solution selling within technology, infrastructure, or services-led environments. Bachelor’s degree or equivalent experience; advanced education is advantageous. NICE-TO-HAVE Direct experience selling to or working with airlines, airports, or aviation infrastructure programs is strongly preferred. Familiarity with airport operations, passenger services, or airline IT systems is a significant advantage. 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.