Director Sales & Account Management, NORAM

Amadeus•Dallas, TX

3d•Hybrid

About The Position

The Airline Sales and Account Team is responsible for managing the commercial relationship with our Airline customers to accomplish customer objectives. We work closely with different teams within Commercial, Product, Development & Delivery to ensure high quality of services are delivered to our Airline Customers. The Senior Manager, Sales & Account Executive, is a strategic commercial leader responsible for driving revenue growth (new sales, upselling and renewals), customer satisfaction, and market expansion across a defined geography for a customer cluster. Success is measured by achieving Annual Contract Value, Total Revenue, and other key performance indicators such as customer satisfaction (NPS), churn and deal velocity. Reporting to the Associate Director or Director of the cluster, this role manages key customer relationships directly while also contributing to the broader commercial strategy. Success in this role is measured in terms of ACV. The minimum values for Senior Manager Individual Contributors and verticals are Airlines 3-10M USD.

Requirements

Sales skills
Lead generation
Sales strategy and planning
Negotiation and closing; negotiating in different cultures
Proposal and contract management; basic legal and financial understanding
Account Management
Client relationship management up to C-level decision makers
Strategic account planning
Cross-functional coordination
Foundational to advanced product knowledge / expertise
Offer, Order Management, Customer Experience, Digital Experience, NDC, Creation Platform, GDS, Leisure Package Distribution, Rail, Airport, Payment Services portfolio
Amadeus value proposition per vertical
Technical and analytical skills
CRM proficiency
Data driven mindset and decision making
Understanding customers’ end-to-end, business and IT environment (tech-stack), and per vertical
Storytelling and presentation skills

Responsibilities

Lead in the development of customer segmentation strategy for acquisition of new customers.
Drive and schedule all pre-sales efforts for specific (strategic / large) customers (demos, PoCs, product development assessments).
Articulate the value proposition of Amadeus solutions to customers (potential and existing).
Coordinate with all stakeholders in Customer Lifecycle (Pre-sales, Customer Success Managers, Product Managers, etc.) to create unique product packages.
Initiate and oversee deal management and contracting procedures with precision and efficiency.
Prepare, present and negotiate detailed commercial proposals tailored to customer requirements (potential and existing).
Map white space and expansion potential for geography and customer segment.
Support upsell/cross-sell efforts in tandem with Customer Success Manager.
Develop account development plans (ADP) that aligns with Customer Success Plan (CSP).
Drive business outcomes for customer.
Secure long-term commitments and renewals.
Identify and escalate any account which requires support from Strategic Sales Advisor and involves team accordingly.
Work with Strategic Sales Advisor to develop customized proposal and negotiation for customer.
Act as the executive sponsor and strategic advisor for accounts assigned.
Complete win/loss analysis report to improve future strategy.
Cultivate and maintain strong, trust-based relationships with customers through a blend of strategic planning, interpersonal engagement, and operational execution.
Lead the organization’s efforts to sustain and grow relationships with key decision-makers in strategic accounts, ensuring alignment with business goals and customer expectations.
Expand the company’s reach by developing rapport with senior customer stakeholders, fostering long-term partnerships and advocacy.
Conduct regular business reviews to evaluate account performance, uncover growth opportunities, and share relevant updates, insights, and value-added information.
Facilitate workshops and joint planning sessions to co-create solutions, align on priorities, and drive mutual success.
Act as the internal voice of the customer, actively supporting Customer Success Managers to promote product adoption, solution usage, and overall customer satisfaction.
Lead and execute the geographic and customer segmentation strategy, vision mapping it against market requirements.
Lead and implement the Sales & Account Management strategy at regional level.
Contribute to sustaining and growing Amadeus’ market share and revenues in assigned cluster.
Identify, share and reuse functional best practices, experience and lessons Learned within Sales & Account Executive community.
Lead strategic projects.
Continuously self-develops hard and soft skillset, Amadeus product knowledge and participates in training initiatives.
Mentor and guide Sales & Account team members, fostering a culture of excellence, accountability, and continuous improvement in customer engagement practices.
Ensure customer issues are escalated and resolved in a timely manner.
Update customer account information, ensuring data accuracy and that CRM tools are used effectively.
Organize account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.).
Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.