About
SITA develops technology and communication innovations for the global air travel industry, helping airports keep moving, airlines operate smoothly, and borders remain open. Its solutions are used in 95% of international airports, and it works with over 2,500 transportation and government clients.
Responsibilities
•Lead commercial strategy for complex renewal and pre-sales opportunities, including deal structuring, pricing, negotiations, risk assessment, and competitive positioning
•Advise internal stakeholders on commercial viability, governance compliance, financial discipline, and business growth
•Own pricing strategies, market benchmarking, financial modelling, and business case development to maximize profitability and long-term value
•Analyze financial performance, cash flow, CAPEX, risks, and commercial trade-offs to support decision-making and sustainable contract outcomes
•Evaluate commercial structures, contractual terms, regulatory requirements, and delivery considerations
•Identify and mitigate commercial, financial, contractual, and operational risks, ensuring compliance with governance, approval frameworks, and company policies
•Lead negotiations for complex commercial agreements, balancing customer value, profitability, and risk throughout the contract lifecycle
•Represent commercial interests in customer and executive-level discussions, recommending pricing, terms, and strategic positioning
•Partner with Sales, Bid Management, Finance, Legal, Procurement, Technical, and Delivery teams to develop competitive, executable, and profitable proposals
•Align commercial strategies with technical solutions, contract requirements, and business objectives, and contribute to best-practice improvements
•Provide guidance, coaching, and knowledge sharing on complex opportunities and commercial best practices
•Demonstrate leadership, accountability, stakeholder management, and ownership while fostering collaboration and commercial excellence across the team
•Identify and develop pre-sales opportunities, drive innovative deal structures, and guide complex commercial opportunities
•Develop customer-focused solutions, build trusted relationships, and deliver commercial outcomes that create long-term customer value
Requirements
•5+ Years of experience in commercial management, pricing, financial modelling, deal structuring, bid support, or commercial finance, including managing complex opportunities
•Strong expertise in pricing strategy, profitability analysis, commercial risk management, financial evaluation, and contract negotiations
•Experience collaborating with Sales, Finance, Legal, Technical, Contract Management, and Bid teams in multi-stakeholder environments
•Excellent communication, stakeholder management, negotiation, and leadership skills, including the ability to influence senior decision-makers
•Bachelor's degree in Business, Finance, Economics, Engineering, Commercial Management, or a related field
Nice to have
•Experience in aviation, airports, airlines, travel technology, telecommunications, technology services, consulting, or professional services
•Exposure to international or European markets and customer-facing commercial engagements
•Additional European language skills, particularly German or Russian
Conditions
•Work from home up to 2 days/week, depending on the team's needs
•Flexible workday arrangements
•Up to 30 days per year working from any location in the world
•Employee Assistance Program for employees and dependents, available 24/7, 365 days a year
•Access to Champion Health, a personalized wellbeing platform
•Learning resources include LinkedIn Learning, Microsoft's Enterprise Skills Initiative, Airport Council International, Pluralsight, Harvard Business Publishing, Stanford, and others
•Competitive benefits tailored to the local market and employment status
