Senior Business Development Manager - Aviation Managed Services (MSP/MSSP)

For more than 30 years, ESP Global Services has delivered mission-critical IT and technology services to aviation organizations around the world. Our teams support airport operations, airline environments, field services, cybersecurity initiatives, infrastructure management, service desks, logistics solutions, and digital transformation programs across some of the industry's most complex and demanding environments.

About the role

As part of our growth strategy, you will own and develop a strategic aviation sales territory, selling industry-leading MSP, MSSP, Cybersecurity, Infrastructure, Cloud, and Digital Workplace solutions. You will engage directly with executive decision-makers, represent ESP at major aviation conferences, and work alongside experienced technical and operational teams. Earn uncapped commission and participate directly in ESP's growth success.

Responsibilities

• New Business Development & Revenue Growth
  • Develop and execute a strategic sales plan focused on aviation organizations throughout North America.
  • Identify, qualify, and pursue new business opportunities within:
    • Commercial Airports
    • Airlines
    • MROs
    • FBOs
    • OEMs
    • Cargo Operators
    • Ground Handling Organizations
    • Aviation Technology Providers
  • Establish and maintain a robust pipeline of qualified opportunities.
  • Consistently exceed revenue, gross margin, and new logo acquisition targets.
• Full Sales Cycle Ownership
  • Manage opportunities from prospecting through contract signature and handoff.
  • Conduct executive-level discovery sessions to understand customer challenges and strategic objectives.
  • Collaborate with technical, service delivery, and solution architecture teams to create tailored client solutions.
  • Develop business cases, proposals, RFP responses, and solution presentations.
  • Lead contract negotiations and close multi-year managed services agreements.
• Executive Relationship Management
  • Build trusted relationships with:
    • CIOs
    • CTOs
    • CISOs
    • COOs
    • Airport Directors
    • Operations Leaders
    • Procurement Executives
  • Position ESP as a strategic technology and business transformation partner.
  • Maintain long-term customer engagement and account expansion strategies.
• Industry Leadership
  • Represent ESP at aviation industry conferences, trade shows, and customer events.
  • Stay informed on aviation technology trends, cybersecurity requirements, operational challenges, and regulatory developments.
  • Provide market intelligence and competitive insights to leadership.
• Sales Process Excellence
  • Maintain accurate opportunity management and forecasting within CRM.
  • Track pipeline health, opportunity progression, and sales activity metrics.
  • Deliver reliable forecasting and executive reporting.

Requirements

• 7+ years of direct aviation industry sales experience (required).
• 7+ years of experience selling Managed IT Services (MSP), Managed Security Services (MSSP), Cybersecurity, Cloud, Infrastructure, or Digital Transformation solutions (required).
• Proven track record of consistently exceeding annual sales quotas.
• Demonstrated success acquiring and growing enterprise accounts.
• Experience managing complex sales cycles valued at six and seven figures.
• Experience negotiating and closing multi-year services contracts.
• Proven ability to generate new business and win net-new logos.

Aviation Industry Expertise

Candidates must have experience selling technology, managed services, or business solutions into one or more of the following:

• Airports
• Airlines
• MRO Organizations
• Fixed Base Operators (FBOs)
• Aerospace/OEM Organizations
• Cargo & Logistics Operators
• Ground Handling Companies
• Aviation Technology Providers

An existing network of aviation decision-makers is required.

Skills

• Consultative and value-based selling expertise.
• Strong executive presence and communication skills.
• Advanced negotiation and closing skills.
• Strategic account planning capabilities.
• Financial and commercial acumen.
• Ability to communicate technical concepts to business stakeholders.
• Experience using Salesforce, Dynamics, HubSpot, or similar CRM platforms.

Qualifications

• Bachelor's degree in Business, Technology, Aviation, or a related discipline preferred.
• Equivalent professional experience will be considered.

Benefits

• Medical Insurance
• Dental Insurance
• Paid Time Off (PTO)
• Professional Development Programs
• Industry Training and Certifications
• Career Growth Opportunities
• Collaborative and Inclusive Culture

Pay

• Competitive Base Salary
• Uncapped Commission Plan
• Monthly Commission Payments
• Accelerated Earnings Potential Through Multi-Year Contracts
• Significant Growth Opportunity Within a Global Organization

ESP's commission structure rewards both new customer acquisition and high-margin, long-term managed services agreements and is designed to incentivize top performers.

Personal & Professional Development

Within a learning and development culture, we offer unlimited access to a wealth of professional and personal training so that you may develop your career. We guide all employees to both specific technologies and client environment training and complement this with recommended learning journeys via our L&D system, catering to helping you reach career goals or objectives—whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here.