Director, Account Management

Amadeus•Miami, FL

13h

About The Position

The Americas region is a key growth market for Amadeus’ partner business. It includes over 60 Travel Unit partners (Technology and Solution Partners) and the region generated over €60M in revenue, accounting for over 30% of Amadeus’ global partner revenue, including top performing partners such as Concur Technologies and Volantio. Partners is a core area of growth for Amadeus and as the largest market by revenue this role is critical to sustaining and expanding Amadeus’ partner initiatives in the region. The Senior Manager for Travel Unit Partnerships in the Americas, leads key partner relationships across North and Latin America, ensuring alignment with Amadeus’ commercial and corporate objectives overseeing a small team to drive partner engagement, commercial success, and operational excellence. This role requires a strong mix of strategic thinking, commercial acumen, technical understanding, and stakeholder management across multiple Amadeus Business Lines with a strong focus on the Distribution and Airline Solutions Business Lines. Responsible for managing and developing a portfolio of partner relationships (premium and network partners). The activities include build and maintain strong commercial relationships with existing and new partners, evaluating the performance and potential of the partnership and facilitate collaboration between Amadeus and these partners. In This Role You'll:

Requirements

Bachelors Degree and/or equivalent work experience
Ability to travel 20% (Americas & Europe)
7-10 years of previous team management - 2 direct reports
10+ years experience in managing strategic partnerships, business development or related field, ideally in the travel technology or IT sector.
Strong commercial and negotiation skills, especially in complex multi-party agreements.
Solid understanding of Amadeus’ Travel Distribution and IT portfolio and partner ecosystem.
Ability to translate strategy into actionable initiatives.
Self-driven, proactive, persistent, have a can-do attitude and yet pragmatic.
Excellent written and verbal communication and stakeholder management skills, with the ability to influence stakeholders internally and externally across a wide variety of functions, including at the C Level.
Experience working in product-centric environments with significant internal and external dependencies.
Excellent understanding of the partnership business and the Amadeus solutions (product and services) portfolio and commercial frameworks particularly in the Travel Distribution and IT business line.
Good understanding of other Business areas within Amadeus.
Technical fluency in web services and integration models is a plus
Knowledge of Microsoft Office Suite
Knowledge of CRM tools

Responsibilities

Partner Relationship Management: Develop, manage and maintain strong relationships with key technology and solutions partners in the Americas (e.g., booking engines, mid/back office systems, fare intelligence providers and portfolio solutions partners) fostering transparency and trust through open lines of communications.
Lead C-level interactions and negotiations, ensuring strategic alignment and mutual value creation.
Ensure commercial negotiations and contract execution aligns with Amadeus’ commercial policies and strategic perspective.
Implement partnerships strategy within framework (profile, monetization, governance, etc)
Identify opportunities and implement strategies to enhance existing partnership outcomes and maximise value.
Assess and monitor partners’ capabilities to enable growth
Provides commercial performance, barriers to success, opportunities and evolution of our solutions to partner’s key decision makers on a regular basis
Escalate partner issues
Re-negotiate existing partnership agreements that generate new revenue streams or upside value for Amadeus
Commercial Strategy and Execution: Drive regional revenue growth and retention strategies for Partners.
Convey partnership program strategy, KPIs and action plans to the regions.
Support regions on the activities we need to implement with the partners
Support in closing opportunities, engaging the relevant pre-sales teams or schedule all pre-sales efforts (eg, demos, product devt assessments, etc), if necessary
Promote internally and externally that partners collaborate with more than one Business line
Ensure delivery of contracted services and manage service quality and escalations.
Together with the Partner Strategy & Operational Excellence team, to work on the onboarding of new partners including the negotiation of partnership agreements
Gather feedback from regions on partnerships to identify growth opportunities, gaps and pain points
Represent Amadeus in partner governance forums and industry events.
Reporting and Communication: Actively share partner insights with relevant internal stakeholders to inform about partner evolution and success stories
Organise opportunity review meetings with internal teams
Maintain CRM accuracy and alignment between services, contracts, and invoicing.
Advocate for partner needs internally and align with product and market strategies.
Team Leadership: Manage a team of engaged, high performing team members.
Provide coaching and mentoring on their roles and motivate the team to achieve the business success.
Guide team members in best practices and ensure the Partnership Operating Model is being applied as designed.
Ensure available tools, metrics, accesses and permissions are available to the team so they can perform to the best of their capacity.
Support the people's growth and plan career development in the context of the role.