Manager, Account Management

Amadeus•Irving, TX

5d•Hybrid

About The Position

Reporting to the VP of OTA & Consolidator Sales & Account Management, the Sales & Account Executive is responsible for the overall commercial and contractual relationship with his/her customer(s). He/she acts as the primary point of contact for managing one or multiple customer accounts and must coordinate closely the activities of the commercial team (including solutions consulting 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.

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 project management, 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
Business fluency in English.
Has extensive product portfolio knowledge
Able to clearly articulate product value proposition to consumers
Possesses strong conceptual thinking skills to develop customer specific use cases
Possesses strong negotiation and planning skills, clear communication, commercial sense
Able to manage challenging conversations
Strong understanding of the economics of the IT business and experience in IT Sales
Strong 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

Responsibilities

Builds account development plan to drive the overall business
Assigns targets for sales volume and strategic objectives in major accounts
Coordinates with Solutions experts and product specialists to create unique product packages
Assists 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.
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 from the other members of commercial team (solutions consulting & 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 (including business case) and provide commercial input
Lead Contract negotiation
Maintain engagement with customers and internal teams post sale
Leads 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 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
Provides group account performance and opportunity analysis to client’s key decision makers frequently
Actively partners 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

competitive remuneration
individual and company annual bonus
vacation and holiday paid time off
health insurances
other competitive benefits
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 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.