VP, Sales & Acct Management

Amadeus•Irving, TX

About The Position

Summary of the Role: This position is responsible for managing the commercial and contractual relationship with one of the large carriers in Americas. Central to this role is the development and execution of a robust commercial and operational strategy that not only strengthens our partnership, but also proactively identifies both immediate and future business opportunities. While achieving and exceeding sales and revenue targets is a core objective, it's equally vital that our approach continually maximizes customer satisfaction and unlocks long-term value for both organizations. This role also involves managing the Amadeus distribution relationship with the Airline, including overseeing the current contract and collaborating with distribution counterparts to create and implement new strategies in response to the evolving distribution market. Success in this role also depends on working closely with various Amadeus organizations, both regionally and centrally. This includes engaging with areas such as Strategic Sales, business lines, solution experts, and the delivery organization. Through these partnerships, the leader would need to identify needs, establish optimal operating models, and ensure that regional requirements are clearly communicated to Amadeus colleagues across different areas. This collaborative approach is essential for aligning efforts and driving effective outcomes. The scope extends to all solutions within the Amadeus Airlines Solutions portfolios, covering products, services, and partnerships serving airlines and their travelers throughout the travel ecosystem.

Requirements

Ability to travel 25% - within the Americas Region, Madrid and Nice
Bachelor Degree in Business / IT, Postgraduate preferred and/or equivalent work experience
Exceptional Commercial, Communication skills (written / verbal at both C-level and Working level), influencing skills and exceptional Customer-facing and interpersonal skills (Customer, internal, other external stakeholders)
15 years of experience in Airline and Travel industry with IT products and Solutions background at management level.
Previous experience as a Consultant in large multinational firm, or previous experience in account management with large, global and complex customer.
C-Level Account Management experience with highly demanding and complex customer.
Strong operational experience is needed and crisis management experience is valuable for the role.
Strong Commercial experience will be required.
Advanced, proactive problem-solving skills.
Very good understanding of the evolving Travel Industry/Technology and Airlines world; Americas Market context; Amadeus Strategy and context.
Business acumen and Airlines/ IT Sales Solutions.
Good knowledge of Amadeus solutions, offerings, commercial Models is required, with expert knowledge being an asset.
Excellent communication skills, negotiation and influencing skills, financial know-how, Project Management Skills.
• Strong capability to effectively manage cross-area and cross-functional teams.
• Communication, Negotiation and problem-solving skills will be needed to deftly manage complex and difficult discussions with the Airline.
Candidate must be skilled in reaching diplomatic solutions to contentious challenges.
• Strong existing relationships with regional & Central Solution teams is an advantage.
• Candidate is expected to be very well versed in Amadeus processes, policies, solutions, commercials, market position, value proposition
• Acting as a trusted advisor with applied consultative selling practices is an advantage
• Account Manager will need to establish relationships at C Level (Customer/Amadeus) to manage any complex situation and crisis, at all levels to manage these escalations and gradually reduce them over time.

Responsibilities

Account Management: Develop, execute, monitor/report and communicate on a Strategic Account Development Plan, to maximize revenue and profit and relationship over time
Work with regional Head of Sales & Account Executives to develop and drive a strategic and tactical plan to realize maximum Annual Contract Value (ACV) potential via both short and long term opportunities
Work with regional Head of Solutions Consulting to identify Amadeus solutions that meet Airline's needs, and as well provide input to Solution teams with respect to customer specific requirements in North America.
Work with regional Delivery team and Customer Success Managers and contribute to Customer Success Planning and execution activities.
Develop strong relationships with the Global Strategic Sales and other central organizations to: - Ensure internal visibility and clarity of the challenges and opportunities of a very demanding customer, and drive the right focus from Central to contribute to success - Jointly develop new business opportunities (across all horizons and including pilots, co-innovation, partnership opportunities) - Look for synergies or new revenue opportunities across Amadeus business lines
Plan and orchestrate the agenda and cadence of executive and operational meetings and business reviews between Airline and Amadeus, to ensure we are managing both the strategic and tactical at the working and senior management levels.
Manage daily interactions with Airline related to service issues that may arise, including working teams to solve problems and manage communications
Customer P&L and Sales Targets: Manage P&L
Deliver on sales targets: sales, upsell, renewals/renegotiation, etc. including prepare, present and negotiate commercial proposals and manage renewals
Drive customer engagement
Identify un-met revenue opportunities (ex. standalone components, services, etc.) and drive the required analysis and commitment to secure investment and resources
Build strong commercial relationships
Account Governance and Customer Satisfaction: Build strong relationships within Airline's Business & IT teams including Buyers and Decision-Makers
Ensure a high level of Customer satisfaction is reached and secured in a sustainable manner.
Identify customer pain points and prepare &/or ensure action plans exist and are actioned to address / mitigate, securing Central support / resources / commitments as required to demonstrate improvement to the Airline.
Develop, manage and execute an Account Governance Plan with at least a minimum yearly strategic review with Airline Senior Management, and quarterly meetings with each strategic area.
Leadership, influence and strategic vision: Lead and execute the geographic and customer segmentation strategy, vision mapping it against market requirements.
Lead and implement the Sales & Account Management strategy at regional level.
Contribute to sustaining and growing Amadeus’ market share and revenues in assigned cluster.
Identify, share and reuse functional best practices, experience and lessons learned within Sales & Account Executive community.
Lead strategic projects
Talent Management and Engagement: Lead and mentor a team of Sales & Account Executives [Staff + Managers] to meet and exceed client and business expectations.
Set clear goals, monitor performance, and provide regular feedback and coaching.
Collaborate cross-functionally to ensure seamless service delivery and client satisfaction.
Identify opportunities for process improvement and team development.
Support recruitment, onboarding, and training of new team members.