About Damien
English
Native or bilingual
Experience
- Societe Internationale De Telecommunications Aeronautiques (SITA)VP CommercialJanuary 2013 - December 2016 (3 years and 11 months)London, United KingdomResponsible for the EMEA Aeronautical Business ($80M annual) leading a team of up to 85 staff in Canada, the UK, Europe, the Middle East and Africa.Key successes:GTM transformation - From Catalogue Sales to Value-Based XaaS•Shifted from legacy catalogue sales to a consultative, layered value proposition (network → XaaS → applications → consultancy).• Redesigned the GTM from Product-led to sales-led by introducing new CRM with all new GTM processes; value‑based gates; and training.• Led a thorough review of the business profitability by region and by customer using direct and allocated costs resulting in a profitability ‘by customer by region’ baseline to work from in the new value-based model.•Created MSA‑style contract vehicles; retrained sales & support to sell and support new services.•Outcome: ~15% market‑share increase; margins lifted by ~7%.Post‑Acquisition / Merge - Culture Shift•As SLT member, addressed cultural clash between SITA’s safety‑critical DNA and a NewCo's consumer‑oriented ethos during an acquisition / integration.•Secured board approval to co‑create a new culture (values, behaviours, identity).•Re‑aligned GTM messaging, branding, and propositions to the new identity; led changes across all GTM functions.•Outcome: Positive customer feedback; improved cohesion and confidence; platform for growth.Product Organisation Transformation – Stage‑Gate Implementation•Led introduction of Stage‑Gate product development; mapped processes; ran 5‑Whys; validated via external consultancy; applied ADKAR.•Defined roles, responsibilities, and stage criteria; re‑aligned engineering, product, and sales around customer‑driven roadmaps.•Instituted quarterly customer roadmap forums (created ‘stickiness’) and change control to reduce churn and waste.•Outcome: Faster & more responsive product to market.Personally secured BU's largest ever deal - $62M Etihad Airways Group contract (one of my own accounts).
- SAS Scandinavian AirlinesDigital Design ConsultantMay 2023 - October 2025 (2 years and 5 months)Stockholm, SwedenVarious roles within SAS Airline centred around accelerating application to market within a legacy IT infrastructure.Acting as a typical Product Owner –•Designed and led omnichannel personalisation service across Business and Premium Economy classes achieving 16% take-up APP/Web/Indirect, 18% waste reduction.•Developed user app-based sustainability tool integrated with airlines Loyalty and Rewards program (4% cost reduction with tangible sustainability benefit).•Owned roadmap, conducted user interviews, AB testing, & defined user stories.•Developed future personalization strategy around end-to-end digital ecosystem powered by automated tools to subsume the user in the ecosystem from discovery through in-flight and back again on the return segment – using tech•Developed beta version of a Child passenger APP to include the children of travelling parents in the experience; including F&B, entertainment and sponsorship opportunities.- Expertise spans legacy PSS-era processes (Amadeus Altéa, Navitaire, Travelport, GDS, ATPCO) and the latest digital/API-led retailing models including NDC and emerging Offer & Order capabilities.•Airline retailing platform strategy (NDC, Offer & Order, API-led channels, eCommerce)•Airline Commercial Systems: PSS, Pricing/RM, Ancillaries, Distribution, DCS, Ops•PSS / GDS ecosystems (Amadeus Altéa, Navitaire, Travelport, ATPCO, EMD/Ticketing)- Omni channel coherence across digital and fixed working hand in hand with cabin crew-End-to-end service behaviour across Offer → Order → Fulfilment, ensuring consistency across digital channels and alignment at point of delivery- Expanding both digital services above with OTA’s / TMC’s and NDC-ready channel to deploy personalised channel strategies and implementing new revenue generating partnerships- Roadmap for future O&O capabilities in wider digital transformation
- Societe Internationale De Telecommunications Aeronautiques (SITA)Portfolio DirectorJuly 2007 - March 2013 (5 years and 8 months)London, United KingdomResponsible for the $139M SITA global multi-radio fault-tolerant network integrating VHF & VDL radio, various satellite constellations, cellular and WiMAX via a resilient global terrestrial backhaul network.
- Responsible for the portfolio P&L, regulatory & compliance
- Leading a team of approximately 25 staff in Canada, Europe and the Middle East delivering the Product, Services and post-sales technical support
- Working with Application and Cloud infrastructure teams, I developed new go-to-market strategies based on leveraging application / hosting higher level services with upsell across the network layer (redundancy, SLA, tolerance)
- Working with Engineering team in Canada, implemented Product StageGate methodology to bring product engineering closer to customer decision making
- Delivered Iridium Aviation Safety Services through ICAO/FAA certification (world’s first LEO satcom-based safety application)
- Sponsored real-time aircraft telemetry streaming over satcom (SeaTec Ground FDR)
- Re-engineered >2,200 VHF sites to software-defined VDL improving resilience and regulatory compliance
- I designed and led an indirect Channel Expansion ($28M annual) into Business, Government and Military Aviation; building new distribution partnerships from zero to ~11% BU contribution; designing contract vehicles and in-service support structure tailored to partner channel needs
- At the invitation of the University of Beijing, I was invited to lecture on 'Satcom in Aviation - The Business and Technology'
- As an industry recognised expert in Aviation Satellite connectivity, I was a member of the MH370 search team in the days after the aircraft went missing
- Worked with EZY & Airbus to develop network & system infrastructure to maximise potential of eAircraft. Designed Crew, EFB and TurnAround APPs interconnected with the aircraft and ground systems
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Education
- CompTIA Security+2025CompTIA Security+
- Airbus Executive Leadership Program2019Airbus Executive Leadership Program