As part of its accelerating e-Aircraft strategy, SITAONAIR is recruiting a senior solution development consultant located in Montreal Canada or Atlanta USA to promote a new set of e-
Aircraft solutions toward American continent OEMs, Aircraft Manufacturers (Airframers) support their development programs and service strategies with SITAONAIR solutions.
The delivery of e-Aircraft solutions relies on a combination of on-board and on-ground systems, applications and services, data management as well as secure aircraft communications.
About the candidate
The candidate has a senior profile with aerospace work experience within an OEM, Airframer or Avionics / Software vendor.
She / he leverages her / his experience and understanding of the aerospace ecosystem to position SITAONAIR e-Aircraft value proposition and build long term engagements for the development of solutions. This includes :
Proven solution selling experience of data management / communication systems, applications or services in the aerospace sector
Proven experience of high level solution design within OEM and Airframers programs
Ability to take a holistic and consultative selling approach to position the e-Aircraft value proposition and engage OEMs and Airframers at senior management and CxO level.
Agility and ability to quickly understand new business models and technologies. Naturally curious and eager to learn and work in a distributed team and across several business lines
Primary Responsibilities & Accountabilities
As senior solution development consultant, you are the e-Aircraft business engagement authority in the Americas region to drive OEMs, and Airframers solution development engagements in close collaboration with regional business development teams, central e-
Aircraft portfolio team and central engineering.
In the context of e-Aircraft solution development :
Engage with OEMs Airframers senior management using consultative selling to derive new solution development opportunities
Define a winning solution development strategy and lead activities for OEMs and Airframers in the assigned region
Promote the value of e-Aircraft portfolio within OEM and Airframer programmes and service development
In the context of an opportunity with an OEM or Airframer
oPosition e-Aircraft and elevate pitch within existing individual product opportunities
oDevelop a deep understanding of OEM Airframer and Airlines business environments programs developments and requirements
oEnsure clarity and qualification of the opportunity
oPrime solution development from prospect to close acting as opportunity lead, supporting internal engagements and approvals
oEngage central team and assemble customer documentation (customer presentations, SoW & proposals, RFI / RFP, )
oMonitor and periodically report on opportunities pipeline and progress
oCollaborate with central partner management to develop and maintain consistent partner engagement and activities with OEM or Airframer, including joint service development roadmaps, operations and quality of service, support services, contracts, go-to-market.
Education and professional experience
BSc with solid business experience. MSc preferred
5+ years solution selling experience within an OEM or Airframer or within and ATI Software vendor or Avionic vendor to OEMs or Airframers
Experience in dealing with OEMs and Airframers as indirect channels or partners
Experience of positioning and selling an assembly of product & services, via consultative selling
Experience of new product creation from whiteboard to industrialized operations
Experience of driving incubation model
Experience of complex and large deals including financial structuring, negotiations and closing
Track record of achieving / exceeding sales targets
Experience of interfacing with senior management (CxO audience)
Experience of working in a matrix organization with distributed teams
Experience in partner management
Skills, Knowledge required
Excellent understanding of aircraft operations and services in Flight Operations, Aircraft Health and Maintenance, avionics and related OEM programs or ecosystems
Excellent understanding of Aircraft, Avionics lifecycle
Excellent knowledge of aircraft on-board and ground applications and services, data management platforms and secures aircraft to ground communications
Strong knowledge and experience with overall ATI products & services offerings
Good understanding of the latest trends related to aircraft data, IoT, and related technology areas
Good understanding of data intelligence & analytics, machine learning, data science, artificial intelligence
Strong knowledge of sales processes and opportunity lifecycle
Good understanding of major components of financial management
Strong presentation skills and ability to articulate key issues and solutions
Excellent facilitation skills
Ability to take a proactive approach to identifying new opportunities
Ability to quickly establish credibility and form teams across organizational boundaries without direct authority
Ability to work autonomously as part of dispersed teams
Ability to work effectively on multiple, concurrent projects
Account Development Planning
SITA Core competencies / Values
Setup for the customer
Be our best
SITA is an Employment Equity Employer and values a diverse workforce. In support of our Employment Equity Program, women, Aboriginal people, members of visible minorities, and / or persons with disabilities are encouraged to apply and self-
identify in the application process.