Senior Business Development Manager - Aviation Managed Services; MSP​/MSSP

Brief Description

Why Join ESP Global Services?

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.

• Own and develop a strategic aviation sales territory.
• Sell industry-leading MSP, MSSP, Cybersecurity, Infrastructure, Cloud, and Digital Workplace solutions.
• Engage directly with executive decision-makers and influencers.
• Represent ESP at major aviation conferences and networking events.
• Work alongside experienced technical and operational teams.
• Earn uncapped commission and participate directly in ESP's growth success.

• 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.

• 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.

• 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.

• 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.

• Maintain accurate opportunity management and forecasting within CRM.
• Track pipeline health, opportunity progression, and sales activity metrics.
• Deliver reliable forecasting and executive reporting.

• 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.

• 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.

• 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, Hub Spot, or similar CRM platforms.

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

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 will guide all employees to both specific technologies and client environment training and compliment with recommended learning journeys via our L&D system, that cater to helping you reach career goals or objectives — whether you want to become a…