Senior Solution Development Consultant- OEM Aerospace
SITA
Canada
6d ago

Purpose

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.

    Qualifications

    Education and professional experience

  • BSc with solid business experience. MSc preferred
  • Experience

  • 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
  • Profession competencies

  • Consultative Selling
  • Solution Design
  • Commercial Acumen
  • Negotiation
  • Account Development Planning
  • Partner Management
  • 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.

    LI-MM1

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