Manager, Account Management

Amadeus • Irving, TX

3d • 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 In This Role You’ll: 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)

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.

What This Job Offers

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