Border Sales Consultant
hace 2 semanas
Faced with ever growing security threats from terrorism and international crime, together with the escalated focus on pandemics and health risks, governments are investing in new digital ways of working to protect their borders whilst improving operational efficiency.
At the same time, governments are looking at how they can open up their borders in a safe way to improve national prosperity by promoting trade and tourism into their country.
Travelers are demanding a safe and seamless travel experience and we need to find new ways to enable the easy movement of goods worldwide.
The border of the future will be seamless yet secure.
It will be a highly effective and agile, digital and integrated border with decisions made well in advance of the border.
SITA's Border Management business, SITA AT BORDERS, is a market leader in Border Management solutions, working with over 70 countries worldwide, with in-depth knowledge and expertise of both border operations and the international travel industry.
We are the world's leading provider of Advance Passenger Processing (APP) / iAPI solutions, and together with API/PNR services our gateways are connected to over 600 airlines.
We uniquely have an end-to-end border management capability and today our solutions process more than 2 billion travelers each year.
We differentiate ourselves through our industry expertise and relationships.The role of Borders Sales Specialist - (Location: North America or Central America) is a key role to grow Borders business globally.
The Borders Specialist will be accountable for engaging with customers in collaboration with the sales & business development team.The aim for this role is to achieve new business growth, customer retention, revenue targets and client satisfaction goals in relation to products/ solutions assigned.
Respond to requests for information and requests for proposal. Guide the local/ regional Sales & Business Development team to current collateral, references guides, value statements and presentations.Competitive intelligence:
Gather market intelligence and share the 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.Understand customer pain points:
Active listening, capture and communicate customer objections and outline the ideal responses to frequently asked customer questions. Help in reducing unproductive engagements, strengthen field marketing outbound messages and influence product development to create future offerings.
Provide input from the field of potential additions to product features and customer experiences
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 was implemented and the value SITA brought to the customer making travel easy, seamless and secure.
Ability to create highly targeted and measurable demand of activities for the products, solutions and markets assigned within SITA to raise prospect awareness and consideration through face-to-face and online interactions.
Qualifications Who you are:
The individual should ideally have the following professional competency and experience: - Minimum of 5 years' experience in consultative selling, business development and managing large complex deal.
Good Understanding of Taveler 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 endtoend 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, Interpol, US CBP, IOM, OSCE, EU Directives, IBMATA, etc. Educational Background in Engineering, IT, telecom, finance, or equivalent business experience
- Experience in selling to governments is essential
- Willingness to travel
- Selling to multiple countries and dealing with multicultures
- Very strong stakeholder engagement skills. Track record of achieving business growth. English fluent and other languages are plus
- Strong communications skills and ability to interact with C-Level executives (internal & external) to clearly articulate and negotiate complex and high value busines
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