وظيفة مدير حسابات شاغرة لدى SITA في الرياض
Account Manager (Experience in Strategic Government and Border-Management Accounts) / Arabic Speaker
🏢 SITA
تفاصيل الوظيفة
SITA، الشركة الرائدة في حلول النقل الجوي وتكنولوجيا المطارات والحدود، تعلن عن وظيفة مدير حسابات للحسابات الحكومية الاستراتيجية وإدارة الحدود (متحدث عربي) في الرياض، السعودية.
المهام والمسؤوليات
- إدارة وتنمية مجموعة من الحسابات الحكومية الاستراتيجية وحسابات إدارة الحدود، مع تحمل المسؤولية الكاملة عن العلاقة التجارية، استراتيجية الحساب، engagement العملاء، الاحتفاظ بهم، والنمو المربح.
- تطوير وتنفيذ خطط تطوير حسابات شاملة تغطي أولويات العملاء، خريطة أصحاب المصلحة، قاعدة المنتجات الحالية، وضع العقود، فرص النمو، التهديدات التنافسية، إجراءات engagement، وأهداف النمو قصيرة وطويلة المدى.
- بناء وصيانة خرائط شاملة لأصحاب المصلحة عبر العملاء المعينين، وتطوير علاقات مع الرعاة التنفيذيين، مالكي الأعمال، أصحاب المصلحة التقنيين، فرق المشتريات، والمستخدمين التشغيليين.
- حماية وتوسيع أعمال SITA الحالية من خلال تحديد ومتابعة وإغلاق فرص التجديد، البيع الإضافي، البيع المتبادل، والفرص الجديدة عبر الحسابات المعينة والنظام البيئي الأوسع.
- الإشراف الواضح على عقود العملاء، تواريخ التجديد، الالتزامات التجارية، نطاق الخدمة، ومخاطر الإيرادات المحتملة، مع بدء استراتيجيات التجديد والتوسع مسبقًا.
- العمل كنقطة تنسيق تجارية عليا لتصعيد شكاوى العملاء، بالتعاون مع فرق التسليم ونجاح العملاء والعمليات لضمان ملكية واضحة وتواصل في الوقت المناسب وحل فعال.
- إنشاء والحفاظ على إيقاع حوكمة مناسب للعملاء، بما في ذلك المراجعات التنفيذية، المراجعات التشغيلية، مناقشات تطوير الحساب، ومتابعة منظمة للإجراءات المتفق عليها.
- بناء علاقات مستشار موثوق مع كبار أصحاب المصلحة وصناع القرار لدى العملاء.
- استخدام رؤى العملاء الاستراتيجية ومعلومات السوق لاكتشاف تحديات الأعمال ومواءمة حلول SITA وفقًا لذلك.
- قيادة أنشطة توليد الطلب والتعاون مع التسويق لتحويل الفرص المؤهلة إلى خط أنابيب مبيعات.
- قيادة المناقشات والعروض التقديمية والجلسات التنفيذية التي تضع SITA كشريك استراتيجي للأعمال.
- قيادة التنسيق التجاري للفرق متعددة الوظائف - بما في ذلك تطوير الأعمال، خطوط الأعمال، هندسة الحلول، التسليم، نجاح العملاء، الإدارة التجارية، الشؤون القانونية، المالية، إدارة العطاءات، والتسعير - لتحقيق التزامات العملاء وتحقيق أهداف الحساب.
- التعاون الوثيق مع تطوير الأعمال بشأن توسيع النظام البيئي والفرص الجديدة، مع ضمان تنسيق واضح ومواءمة الحساب، والانتقال الفعال من إنشاء الفرصة إلى ملكية الحساب.
- ضمان دقة التنبؤ، إدارة بيانات CRM، الحوكمة التجارية، والامتثال للسياسات الداخلية.
- امتلاك الأداء التجاري للحسابات المعينة، بما في ذلك نمو الإيرادات، خط الأنابيب، التنبؤ، التجديدات، حماية الهامش، رضا العملاء، الامتثال التعاقدي، إدارة المخاطر، وتحصيل النقد.
- مراقبة رضا العملاء، مخاطر الاحتفاظ، التهديدات التنافسية، وصحة العلاقات، وتطوير خطط تصحيحية أو تحسينية عند الحاجة.
الشروط والمتطلبات
- 8-10 سنوات من الخبرة الناجحة في المبيعات وإدارة الحسابات، مع سجل مثبت في تنمية الحسابات الاستراتيجية، الاحتفاظ بالأعمال الحالية، تطوير الفرص المعقدة، وتحقيق أهداف الإيرادات والربحية.
- خبرة مثبتة في إدارة العملاء الحكوميين أو القطاع العام المعقدين، بما في ذلك engagement مع كبار أصحاب المصلحة، عمليات المشتريات الرسمية، إدارة العقود، ودورات البيع والقرار الطويلة.
- إتقان مهني للغتين العربية والإنجليزية، مع القدرة على التواصل والعرض والتفاوض بفعالية مع العملاء وأصحاب المصلحة الداخليين باللغتين.
- فهم قوي للبيئة الحكومية السعودية، بما في ذلك ممارسات المشتريات، البروتوكولات التنظيمية، الاعتبارات التنظيمية، وعمليات اتخاذ القرار لدى أصحاب المصلحة.
- فطنة مالية وتجارية قوية، مع القدرة على فهم التسعير، الهوامش، الالتزامات التعاقدية، شروط الدفع، مخاطر الإيرادات، وآثار حالات العمل.
- القدرة على تدريب ودعم الزملاء التجاريين الأقل خبرة، وتقديم التوجيه بشأن تخطيط الحسابات، engagement أصحاب المصلحة، استراتيجية الفرص، والتنسيق الداخلي.
المهارات المطلوبة
- قدرة مثبتة على استخدام السرد الاستراتيجي والتواصل التنفيذي لترجمة المفاهيم التجارية والتقنية المعقدة إلى قصص مقنعة تركز على العملاء تؤثر على أصحاب المصلحة التنفيذيين وتسريع اتخاذ القرار.
- خبرة مثبتة في الشراكات النظامية ونمو الصياد، مع تطوير علاقات استراتيجية وتحديد وتحويل فرص النمو إلى تدفقات إيرادات مستدامة.
عرض النص الأصلي للإعلان
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 Sales & Account Manager for Saudi Arabia, reporting to the VP Commercial KSA, you will act as the senior commercial owner for a portfolio of strategic government and border-management customers, with an initial focus on strategic national technology, information, and border-management organizations.
You will combine strong account management expertise with strategic sales capabilities to expand SITA’s footprint, accelerate pipeline growth, and strengthen customer loyalty.
The role requires the ability to influence senior stakeholders, communicate compelling business value, build strategic partnerships, and uncover new growth opportunities through consultative engagement and ecosystem collaboration. In addition to managing assigned strategic accounts, you will contribute to the development of SITA’s broader Government and Border ecosystem and support the expansion of SITA into adjacent and emerging markets, including Tourism, Hajj and Umrah, sports, and other government-led sectors.
Success in this role requires excellence in Strategic Storytelling & Executive Communication to articulate SITA's value proposition and influence decision-makers, as well as Ecosystem Partnerships & Hunter Growth to identify, develop, and convert growth opportunities into sustainable revenue streams. These capabilities support SITA's strategy of expanding customer value while strengthening long-term partnerships.
As a senior member of the KSA commercial team, you will also provide commercial guidance and pursuit support to the Grade 5 Sales and Account Manager responsible for emerging markets, helping develop account strategies, navigate complex stakeholders, and progress strategic opportunities.
What You’ll Do
ABOUT YOUR SKILLS
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.
Salary / Compensation Note
Hidden (-999)
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 Sales & Account Manager for Saudi Arabia, reporting to the VP Commercial KSA, you will act as the senior commercial owner for a portfolio of strategic government and border-management customers, with an initial focus on strategic national technology, information, and border-management organizations.
You will combine strong account management expertise with strategic sales capabilities to expand SITA’s footprint, accelerate pipeline growth, and strengthen customer loyalty.
The role requires the ability to influence senior stakeholders, communicate compelling business value, build strategic partnerships, and uncover new growth opportunities through consultative engagement and ecosystem collaboration. In addition to managing assigned strategic accounts, you will contribute to the development of SITA’s broader Government and Border ecosystem and support the expansion of SITA into adjacent and emerging markets, including Tourism, Hajj and Umrah, sports, and other government-led sectors.
Success in this role requires excellence in Strategic Storytelling & Executive Communication to articulate SITA's value proposition and influence decision-makers, as well as Ecosystem Partnerships & Hunter Growth to identify, develop, and convert growth opportunities into sustainable revenue streams. These capabilities support SITA's strategy of expanding customer value while strengthening long-term partnerships.
As a senior member of the KSA commercial team, you will also provide commercial guidance and pursuit support to the Grade 5 Sales and Account Manager responsible for emerging markets, helping develop account strategies, navigate complex stakeholders, and progress strategic opportunities.
What You’ll Do
- Own and grow a portfolio of strategic government and border-management accounts, taking end-to-end responsibility for the commercial relationship, account strategy, customer engagement, retention, and profitable growth.
- Develop and execute comprehensive Account Development Plans covering customer priorities, stakeholder mapping, installed base, contract position, whitespace opportunities, competitive threats, engagement actions, and short- and long-term growth objectives.
- Build and maintain comprehensive stakeholder maps across assigned customers, developing relationships with executive sponsors, business owners, technical stakeholders, procurement teams, and operational users.
- Protect and expand SITA’s existing business by identifying, pursuing, and closing renewal, upsell, cross-sell, and net-new opportunities across assigned accounts and the wider ecosystem.
- Maintain clear oversight of customer contracts, renewal dates, commercial commitments, service scope, and potential revenue risks, initiating renewal and expansion strategies sufficiently in advance.
- Act as the senior commercial point of coordination for customer escalations, working with Delivery, Customer Success, and operational teams to ensure clear ownership, timely communication, and effective resolution.
- Establish and maintain an appropriate customer-governance cadence, including executive reviews, operational reviews, account-development discussions, and structured follow-up of agreed actions.
- Build trusted advisor relationships with senior customer stakeholders and decision-makers.
- Use strategic customer insights and market intelligence to uncover business challenges and align SITA solutions accordingly.
- Drive demand generation activities and collaborate with Marketing to convert qualified opportunities into sales pipeline.
- Lead customer-facing discussions, presentations, and executive engagements that position SITA as a strategic business partner.
- Lead the commercial coordination of cross-functional teams-including Business Development, Business Lines, Solution Engineering, Delivery, Customer Success, Commercial Management, Legal, Finance, Bid Management, and Pricing-to deliver customer commitments and achieve account objectives.
- Collaborate closely with Business Development on ecosystem expansion and net-new opportunities, ensuring clear coordination, account alignment, and an effective transition from opportunity creation to account ownership.
- Ensure accurate forecasting, CRM data management, commercial governance, and compliance with internal policies.
- Own the commercial performance of assigned accounts, including revenue growth, pipeline, forecasting, renewals, margin protection, customer satisfaction, contractual compliance, risk management, and cash collection.
- Monitor customer satisfaction, retention risks, competitive threats, and relationship health, developing corrective or improvement plans where required.
ABOUT YOUR SKILLS
- 8-10 years of successful experience in sales and account management, with a demonstrated track record of growing strategic accounts, retaining existing business, developing complex opportunities, and achieving revenue and profitability objectives.
- Proven experience managing complex government or public-sector customers, including senior stakeholder engagement, formal procurement processes, contract management, and long sales and decision cycles.
- Professional fluency in Arabic and English, with the ability to communicate, present, and negotiate effectively with customer and internal stakeholders in both languages.
- Strong understanding of the Saudi government environment, including procurement practices, organizational protocols, regulatory considerations, and stakeholder decision-making processes.
- Strong financial and commercial acumen, with the ability to understand pricing, margins, contractual obligations, payment terms, revenue risks, and business-case implications.
- Ability to coach and support less-experienced commercial colleagues, providing guidance on account planning, stakeholder engagement, opportunity strategy, and internal coordination.
- Demonstrated ability to leverage Strategic Storytelling & Executive Communication to translate complex business and technology concepts into compelling customer-focused narratives that influence executive stakeholders and accelerate decision-making.
- Proven experience in Ecosystem Partnerships & Hunter Growth, developing strategic relationships across customer organizations, partners, and industry networks to identify and convert growth opportunities.
- Ability to initiate compelling sales conversations by connecting customer priorities with measurable business outcomes and long-term value creation.
- Strong consultative selling approach with the ability to understand customer needs, motivations, buying influences, and decision-making processes.
- Skilled at communicating with C-level executives, presenting strategic recommendations, and gaining alignment among diverse stakeholder groups.
- Experience building trusted advisor relationships that strengthen customer loyalty, improve retention, and expand account value.
- Strong business acumen with the ability to identify market trends, customer challenges, and commercial opportunities.
- Demonstrated capability to navigate complex sales cycles, overcome resistance, and drive successful business outcomes.
- Ability to collaborate effectively across global, virtual, and cross-functional teams to achieve shared customer and business objectives.
- Excellent planning, networking, relationship management, and accountability skills, with a strong focus on achieving ambitious growth targets.
- Experience in air transport, border management, digital identity, biometrics, government technology, or national digital-transformation programs.
- Existing relationships within the Saudi government, technology, information, security, or border-management ecosystem.
- Experience managing strategic customers involving multiple contracts, solutions, Business Lines, and delivery stakeholders.
- Experience leading complex solution-selling opportunities involving partners and multiple internal functions.
- Experience supporting the development of adjacent government sectors such as Tourism, Hajj and Umrah, sports, and major national programs.
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.
Salary / Compensation Note
Hidden (-999)
المصدر: LinkedIn - أُضيفت للموقع في 14 سبتمبر 2026
رقم الإعلان لدى المصدر: 4464792015
رقم الإعلان لدى المصدر: 4464792015
