Manager, Account Management

Amadeus North America • Dallas, TX

4d • 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. The Online Travel Agency (OTA) and Consolidator team is responsible for growing and retaining clients in this segment for Travel Sellers Americas. 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
• Represents customer’s business, strategy and stakeholders
• Sets short-, mid- and long-term objectives for the relationship with the customer across engagement, commercial, solution, adoption, marketing, etc.
• Initiates acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the value proposition to the customer
• Qualifies leads with support and insights from the other members of commercial team (solutions consulting & customer success management)
• Initiates and secures pre-sales engagement when applicable (solution / discovery workshops, product demos).
• Prepares, presents, negotiates and secures detailed commercial proposals
• Triggers the deal management process (including business case) and provides commercial input
• Leads Contract negotiation
• Maintains 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
• Develops strong rapport with primary customer point of contacts and develops extensive network of relationships across customer organization (up, down and sideways)
• Orchestrates engagement governance and relationship mapping between customer and Amadeus
• Holds 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
• Identifies and facilitates 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 shares account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams
• Organizes regular account team meetings to review account progress, share insights / activities and align on priorities
• Drives the opportunity cycle in Sales Force (create/ update/close) and ensures accuracy of customer data
• Escalates 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
• Professional development
• on-line learning hubs packed with technical and soft skills training
• A caring environment
• attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager