Sales & Account Executive Global OTA

Amadeus•Irving, TX

About The Position

Amadeus provides technology to connect 50k+ 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 Global OTA Sales & Account Management, the Sales & Account Executive is responsible for the overall commercial and contractual relationship with a global Online Travel Agency (OTA). This person will act as the primary point of contact for managing the account and must coordinate closely the activities of the commercial and support teams. The responsibilities include defining and implementing a business development and growth strategy for the assigned account, identifying and prioritizing business opportunities and facilitating sales. and developing retention plans. This role will interact with the customer's executive leadership and management team, product, marketing, revenue management, and delivery teams. This role requires a proven track record in managing key customer accounts and delivering results. Operating independently with high accountability, you are able to build trusted relationships with C-level executives to influence strategic decisions and long-term partnerships to Amadeus' advantage. Success in this role is measured in terms of Annual Contract Value (ACV).

Requirements

Bachelor’s degree in business or engineering and/or equivalent work experience.
At least 10 years of relevant experience in technology or travel industry with 5 years in customer-facing roles with a proven sales track record (e.g., sales, customer success or business development) with management responsibility for multi-million-dollar revenues)
Consultative sales approach
Previous experience with both (GDS) and (OTA)
Able to understand overall business cases and anticipate customer needs based on research
Highly adaptable and capable of evolving the business plan
MS Office, Salesforce experience
Business fluency in English.
Able to clearly articulate solution value proposition
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 or equivalent combination of education and experience in travel distribution industry
Be able to travel 10-30%

Responsibilities

Strategic Sales Planning Identify and qualify new business opportunities aligned with customer needs and strategic goals that bring Annual Contract Value (ACV)
Build Account Development Plan (ADP) that aligns with Customer Success Plan (CSP) to drive the overall business
Assign sales targets and set strategic objectives
Coordinate with all stakeholders in the Customer Lifecycle (Pre-Sales, Customer Success Managers, Product Managers, etc) to create unique solutions and product packages
Assist the services organization with scoping of 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 Amadeus value proposition to the customer
Qualify leads with support and insights of the other members of the commercial team (pre-sales, customer success management)
Drive and schedule all pre-sales engagement (discovery workshops, proofs of concept, product demos). Prepare, present, negotiate and secure detailed commercial proposals tailored to customer requirements
Trigger the deal management process (including business case) and provide commercial input
Lead contract negotiations
Maintain engagement with customer 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 account
Develop strong rapport with primary customer points of contact and develop an extensive network of relationships across customer organization (up, down and laterally)
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 customer
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 Salesforce (create/ update/close) and ensure accuracy of customer data
Escalate customer issues to internal teams (including billing and reporting issues)
Update customer account information, ensuring data accuracy and that CRM tools are used effectively.

Benefits

Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.
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.
Exposure to senior and executive leadership
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.