Account Manager (Experience in Strategic Government and Border Management Accounts) / Arabic Speaker

About SITA

SITA provides technology and communication innovations to the global air travel industry, operating in 95% of international airports and serving over 2,500 transportation and government clients. The company is recognized as a Great Place to Work® by 79% of its employees.

About the Role

SITA is seeking a Sales & Account Manager for Saudi Arabia, based in Riyadh. This full-time role involves acting as the senior commercial owner for a portfolio of strategic government and border-management customers, with an initial focus on national technology, information, and border-management organizations. The position requires 5-10 years of experience and reports to the VP Commercial KSA.

Key Responsibilities

• Manage and grow a portfolio of strategic government and border-management accounts, overseeing the commercial relationship, account strategy, customer engagement, retention, and profitable growth.
• Develop and execute comprehensive Account Development Plans that cover customer priorities, stakeholder mapping, installed base, contract position, whitespace opportunities, competitive threats, engagement actions, and growth objectives.
• Build and maintain stakeholder maps across assigned customers, fostering 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 within assigned accounts and the broader ecosystem.
• Oversee customer contracts, renewal dates, commercial commitments, service scope, and potential revenue risks, initiating renewal and expansion strategies proactively.
• Act as the senior commercial point of coordination for customer escalations, collaborating 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.
• Build trusted advisor relationships with senior customer stakeholders and decision-makers.
• Utilize strategic customer insights and market intelligence to identify business challenges and align SITA solutions.
• 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 to deliver customer commitments and achieve account objectives.
• Collaborate with Business Development on ecosystem expansion and net-new opportunities, ensuring coordination and effective transition 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 as needed.

Required Skills and Experience

• Strong account management expertise combined with strategic sales capabilities.
• Ability to influence senior stakeholders, communicate business value, build strategic partnerships, and uncover growth opportunities through consultative engagement and ecosystem collaboration.
• Excellence in Strategic Storytelling & Executive Communication to articulate SITA's value proposition and influence decision-makers.
• Proficiency in Ecosystem Partnerships & Hunter Growth to identify, develop, and convert growth opportunities into sustainable revenue streams.
• Experience in contributing to the development of broader government and border ecosystems and supporting expansion into adjacent markets such as Tourism, Hajj and Umrah, sports, and other government-led sectors.
• 5-10 years of relevant professional experience.

Work Environment and Benefits

SITA operates in 200 countries, supporting a diverse workforce. The company offers a flexible work environment including Flex Week (up to 2 days/week work from home), Flex Day for work-life balance, and Flex-Location allowing up to 30 days a year to work from any global location. Employee wellbeing is supported through an Employee Assistance Program (EAP) and Champion Health platform. Professional development is encouraged with access to platforms like LinkedIn Learning, Microsoft's Enterprise Skills Initiative, Airport Council International, Pluralsight, Harvard Business Publishing, and Stanford. Competitive benefits are provided, aligned with local market and employment status.

Equal Opportunity Employer

SITA is an Equal Opportunity Employer and values a diverse workforce. The company encourages women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.