Business Developer – Airports

Senhive is a technology leader specialising in advanced counter-drone systems and autonomous sensor networks designed for high-security and mission-critical environments. Leveraging cutting-edge detection, tracking, and mitigation technologies, Senhive provides robust, real-time solutions in support of air traffic management systems and protects airspace from unauthorized or hostile drone activity. Serving defence, aerospace, security and critical infrastructure sectors, Senhive enhances situational awareness and operational security through intelligent, scalable, and resilient systems.

Job description

Build Senhive's airport business worldwide, with a first main focus on Europe

Airports face an increasingly complex drone security challenge. Detecting, identifying and locating drones reliably in and around an airport requires technology that performs in demanding environments and can be integrated into existing security ecosystems.

As Business Developer, Airports & Aviation Security, you will be responsible for making airports a strategic growth market for Senhive.

This is a market-development role. You will not be taking over an established airport customer portfolio. Your mission is to identify opportunities, open doors, build the right relationships and turn them into concrete projects.

Your initial focus will be Europe, while remaining open to opportunities outside Europe. Senhive is already active with airports internationally.

Senhive operates primarily through a network of resellers, system integrators and technology partners. You will therefore work in a partner-led sales model, developing both the end-customer and partner sides of the market.

You will build and maintain two complementary networks:

• Airports and end customers: building relationships with airport security, operations, innovation, procurement and other relevant stakeholders, while developing an understanding of their operational and security challenges.
• Partners: identifying, developing and maintaining strong relationships with resellers and system integrators who can bring Senhive's solutions into airport projects and deliver them to the customer.

What you’ll do

• Identify and map relevant airports, airport groups and aviation security ecosystems across Europe and other target markets.
• Build relationships with airport security management, operations, innovation, procurement and other relevant stakeholders.
• Develop a strong understanding of the drone-related challenges and requirements within the airport environment.
• Identify potential projects, pilots, demonstrations and deployment opportunities.
• Open doors with airports where Senhive does not yet have an established relationship.
• Identify and develop the right reseller and system-integrator partners for each market.
• Build and maintain strong, long-term relationships with existing Senhive partners.
• Work with partners to develop airport opportunities and ensure Senhive is correctly positioned within their projects.
• Create demand and opportunities at airport level, then transfer qualified opportunities to the most appropriate local reseller or integrator for further commercial closing.
• Support partners in developing airport opportunities while respecting and maintaining their customer relationships.
• Develop and manage a strong pipeline of qualified airport opportunities throughout the sales process.
• Work closely with sales engineers, product management and technical teams to translate operational requirements into viable solutions.
• Represent Senhive at relevant airport, aviation, security and counter-UAS events.
• Monitor relevant technology, regulatory and tendering developments in airport security, aviation and counter-drone technology.
• Identify opportunities for larger framework agreements, multi-airport deployments and long-term partnerships.
• Bring market and customer feedback back to Senhive's commercial and product teams.

Your profile

Experience & Knowledge

Experience within the airport or aviation ecosystem is a mandatory requirement for this role. Ideally, you already have an extensive network of contacts within the industry, particularly in Europe.

You understand:

• how airports are organised;
• how airport security and operations are structured;
• who the relevant stakeholders and decision makers are;
• how technology procurement works in an airport environment;
• the role of security companies, system integrators and technology suppliers;
• the regulatory and operational realities of deploying technology at airports.

Experience in airport security, aviation, critical infrastructure, defence, law enforcement, counter-UAS/C-UAS or security te