Director, Strategic Sales

Amadeus • Irving, TX

9d

About The Position

The Director, Strategic Sales is a seasoned sales/commercial professional with expertise in developing and implementing deal strategies for complex or early-stage IT services opportunities within major Airlines across the Americas region (United States, Canada, Latin America). This individual possesses advanced negotiation skills in selling services and solutions and has demonstrated the ability to achieve annual contract value (ACV) and revenue targets for intricate sales scenarios, collaborating closely with Sales and Account Executives. Key responsibilities include leading contract negotiations, aligning proposals with resource capabilities, overseeing the delivery of complex service projects, and coordinating with internal stakeholders to maintain compliance with commercial standards. Beyond supporting individual deals, the Director, Strategic Sales contributes to regional business development by identifying opportunities in emerging solutions and exploring new customer segments, particularly in areas lacking established ownership. Success in this position is measured by the quality of contributions to strategic revenue growth, effective deal execution, and progress in business development and vertical expansion initiatives. The role requires comprehensive knowledge of Amadeus’ product portfolio, strong commercial insight, and the ability to collaborate effectively within a dynamic, cross-functional environment.

Requirements

• Bachelor’s degree or MBA, or equivalent professional experience
• Over 15 years of strategic sales experience within the airline industry
• Advanced knowledge of airline solutions such as Altea, Nevio, Sky Suite, Kambr, and related platforms is preferred
• Expertise with Navitaire (New Skies), Outpayce, and Airline Operations Solutions
• Proficiency in travel distribution, including content and solution offerings
• Demonstrated success in developing sales strategies, managing complex bids, engaging in solution-based selling, and exhibiting strong commercial acumen in deal strategy and contract negotiations
• Strong analytical and consulting skills
• Willingness and ability to travel (35%)
• Prioritized competencies: Accountability, Business Acumen, Technical Excellence, External Focus, Communication, Building Relations, Industry Influencer, Championing Expertise, Problem Solving, Change Management, Innovation

Responsibilities

• Strategic planning & early customer engagement: Contribute to strategic sales planning. Own the sales strategy, relationship mapping, and engagement planning, with support from the Sales & Account Executive team. Create long-term plans that anticipate market trends, customer needs, and competition, ensuring achievable sales growth aligned with Amadeus' expansion goals. Manage policies and tools to monitor content deals and their impact on Amadeus’ vision. Assess opportunities from the Sales & Account team based on alignment with Amadeus’ goals, financial viability, and required resources, using market insights.
• Prospect engagement: Collaborate with the Sales & Account team to initiate and lead early-stage discussions with senior customer stakeholders, focusing on understanding their strategic priorities, challenges, and purchasing criteria. Align the customer’s vision of success with the organization’s capabilities and value proposition to shape their expectations and outcomes.
• Deal Strategy & Commercial Proposal: Develop a structured, customer-focused (or solution-oriented) deal strategy that encompasses competitive positioning, pricing strategy, stakeholder engagement, and execution planning in detail. Establish the commercial proposal by assessing deal complexity, risk factors, and potential value, determining the optimal approach for pricing, negotiation, and stakeholder engagement. Work closely with sales, finance, legal, and delivery teams to evaluate potential risks, resource requirements, and strategic alignment. Present the commercial proposal to internal and external stakeholders to secure commitment and buy-in. Pursue continuous improvement by analyzing win/loss results and customer feedback to enhance future deal strategies.
• Bid management: Support complex / large deals bid management process from start of engagement to contract signature. Oversee the creation of high-quality, compelling bid proposals, including executive summaries, pricing models, and technical solutions. Support the bid plan, timelines, and responsibilities across internal stakeholders. Ensure compliance with client requirements, RFP instructions, and internal governance processes. Present bid strategies and progress updates to senior leadership and decision-makers.
• Sales Execution: Use expertise to co-lead the contract negotiation, managing internal and external stakeholders Translate high-level sales strategies into actionable plans for complex and / or strategic sales. Align sales execution and negotiation strategy with business objectives, revenue targets, and go-to-market priorities. Monitor market dynamics and adjust execution plans to maintain competitiveness and relevance. Provide strategic oversight and support for high-value or complex deals, including pricing, positioning, and stakeholder alignment.
• Other, reporting and communication: Champion continuous professional development, actively enhancing both hard and soft skills, deepening Amadeus product expertise, and promoting team participation in training initiatives. Ensure all sale documentation is organized, meeting internal and external documentation standards. Assist in preparing and tracking budget Participate in strategic projects

Benefits

• A critical mission and purpose - At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.
• A truly global DNA - Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.
• Great opportunities to learn - Learning happens all the time and in many ways at Amadeus, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.
• A caring environment - Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life. We care about our employees and strive to provide a supportive work environment.
• A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.
• A diverse and inclusive community - We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization.
• A Reliable Company - Trust and reliability are fundamental values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees