Manager, Sales and Account Management - Airports and Borders

Amadeus Airport IT Americas • Miami, FL

17h • Hybrid

About The Position

This role will promote growth of Amadeus’ Seamless Travel, Airport Operations, and Border Control portfolio across North America. The Manager, Sales and Account Management, Airports and Borders Solutions role combines market strategy, C‑suite relationship development, complex deal leadership, and thought leadership. You will shape the regional commercial strategy, drive multi‑year pipeline creation, and close high‑impact opportunities with airports, government agencies, and border authorities.

Requirements

• Bachelor's Degree and/or equivalent work experience
• 10+ years in enterprise or government technology sales with proven success selling to airports, aviation authorities, and/or border/security agencies, in North America.
• Demonstrated leadership of complex, multi‑stakeholder, multi‑year pursuits (>$5–10M TCV), including public sector RFP/RFI processes and compliance.
• Strong understanding of airport operations systems (AODB, RMS, resource allocation, APOC), passenger processing (CUPPS/CUTE/CUSS, biometrics), or border control (EES/ETIAS analogs, API/PNR, identity management).
• Executive presence with the ability to engage C‑suite and senior government decision makers; excellent communication, negotiation, and storytelling skills.
• Experience collaborating across matrixed global organizations and with partner ecosystems.
• Ability to travel: North America–based, with regular travel to customers, partners, and industry events across the US and Canada.
• Strategic & commercial acumen: Account prioritization, territory design, and portfolio positioning.
• Deal orchestration: Governance, risk management, pricing, and negotiation.
• Influence without authority: Ability to mobilize cross‑functional and partner teams.
• Customer‑centricity: Outcome‑based selling and value realization.
• Integrity & compliance: Adherence to public procurement, data protection, and security standards.

Nice To Haves

• Advanced degree (MBA/MPA) or relevant certifications a plus.

Responsibilities

• Co‑own the long‑term commercial plan for key accounts, including sales forecasts, and prioritization informed by customer and partner feedback.
• Build and maintain a +3× pipeline coverage aligned to regional revenue objectives and strategic accounts.
• Identify, qualify, and develop net‑new opportunities with senior and C‑suite decision makers across airports, border agencies, DHS/CBP counterparts, airport authorities, and leading airlines.
• Position Amadeus as a trusted partner for seamless, secure, and efficient passenger journeys—from curb to gate to border.
• Lead discovery to define customer business outcomes; align Amadeus capabilities in Seamless Travel (CUPPS/CUTE/CUSS, biometrics, orchestration), Airport Operations (AODB, RMS, APOC, turnaround/flow), and Border Control (entry/exit, API/PNR, risk‑based screening) to measurable value.
• Craft compelling business cases (TCO/ROI) and executive narratives that resonate with operational, financial, and security stakeholders.
• Orchestrate RFP/RFI qualification, bid strategy, win themes, compliance matrices, and executive reviews; drive crisp governance through gate decisions.
• Lead commercial negotiations to closure, including pricing strategy, terms, risk mitigation, and partnerships/consortia when applicable.
• Provide expert guidance, promotes innovation, and formally coaches and uplifts less experienced sales professionals.
• Maintain a broad understanding of the North American travel ecosystem, regulatory environment, and competitive dynamics; uses these insights to generate sales growth, recommend best practices, and influence regional strategy.
• Translate strategy into concrete action plans, sets and monitors targets, and ensures disciplined execution across prospecting, qualification, and closing.
• Operate independently within management direction; coordinates cross‑functional pursuit teams (solutions, presales, delivery, legal, finance, marketing, public affairs) and acts as a quality and best‑practice resource.

Benefits

• Attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.
• Flexible working model
• Learning opportunities through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.

What This Job Offers

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