Manager, Account Management

Amadeus North America•Dallas, TX

24d•Hybrid

About The Position

Amadeus Travel Sellers provides technology to connect 40k+ travel agencies globally to thousands of travel suppliers so they can shop, book and service the travel reservations of millions of travelers every year. Reporting to the VP of OTA Account Management, the Manager, Account Management is responsible for the overall commercial and contractual relationship with the customer(s). This person will act as the primary point of contact for managing one or multiple customer accounts and must coordinate closely the activities of the commercial team (including pre-sales and customer success management) and other teams involved in the customer relationship (product, delivery, support and revenue management). The responsibilities include defining and implementing a business development and growth strategy for the assigned accounts, identifying and prioritizing business opportunities, facilitating sales and developing retention plans. This role will interact with the Customer's executive leadership and management team, Pre-Sales and Customer Success Management, Product, Marketing and Delivery Teams

Requirements

Bachelor’s degree in business and/or equivalent work experience.
At least 8 years of relevant experience in technology or travel industry with 5 years in a customer fronting role (such as, sales, customer success or business development) with management responsibility for multi-million-dollar revenues.
Able to understand overall business cases and anticipate customer needs based on research, valued expertise in client industry, and discovery
Highly adaptable and capable of evolving the business plan
Able to capture customer feedback and satisfactions scores
MS Office, Salesforce experience
Business fluency in English.
Has extensive product portfolio knowledge
Able to clearly articulate product value proposition to consumers
Advanced conceptual thinking skills to develop customer specific use cases
Advanced negotiation and planning skills, clear communication, commercial sense
Able to manage challenging conversations
Understanding of the economics of the IT business and experience in IT Sales
Understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players
2-3 years related experience and/or training, or equivalent combination of education and experience in travel distribution industry
20-30% travel

Responsibilities

Strategic Sales Planning Build account development plan to drive the overall business
Assign targets for sales volume and strategic objectives in major accounts
Coordinate with Solutions experts and product specialists to create unique product packages
Assist the services organization with scoping of upcoming opportunities
Represent customer’s business, strategy and stakeholders
Set our short-, mid- and long-term objectives for the relationship with the customer across engagement, commercial, solution, adoption, marketing, etc.
Sales Motion Initiate acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the value proposition to the customer
Qualify leads with support and insights of the other members of the commercial team (pre-sales, customer success management)
Initiate and secure pre-sales engagement when applicable (solution / discovery workshops, product demos).
Prepare, present, negotiate and secure detailed commercial proposals
Trigger the deal management process (incl. business case) and provide commercial input
Lead Contract negotiation
Maintain engagement with customers and internal teams post sale
Customer Relationship Management Lead the company’s efforts to maintain and expand relationships with key decision makers in the assigned accounts
Develop strong rapport with primary customer point of contacts and develop an extensive network of relationships across customer organization (up, down and sideways)
Orchestrate engagement governance and relationship mapping between customer and Amadeus
Hold regular business reviews with customers to review performance, share company updates, market insights and align priorities and plans in coordination with customer success management for the customer success plan
Identify and facilitate executive meetings, workshops and joint marketing engagements with customers
Reporting and communication Provide group account performance and opportunity analysis to client’s key decision makers frequently
Actively partner with customer success management to drive adoption
Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams
Organize regular account team meetings to review account progress, share insights / activities and align on priorities
Drive the opportunity cycle in Sales Force (create/ update/close) and ensure accuracy of customer data
Escalate customer issues to internal teams (incl. billing issues)

Benefits

Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.
Work from anywhere: flexibility with a hybrid working model
Professional development to broaden your knowledge and enhance your skills with on-line learning hubs packed with technical and soft skills training that allow you to develop and grow.
Enter a diverse and inclusive workplace, join one of the world’s top travel technology companies and take on a role that impacts millions of travelers around the globe.
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 flexible working model - We want our employees to do their best work, wherever and however it works best for them.
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.