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Director Sales & Account Management, NORAM
senior · Technology / Software Development
Job Title
Director Sales & Account Management, NORAMExternal Job Title: Director, Account Management (Sales & Account Management)
Position type: Permanent
Location: Dallas or Remote (West Coast)
About Your Business Area/Department:
Airline Sales and Account Team is responsible for managing commercial relationship with our Airline customers to accomplish customer objectives. We work closely with different teams with Commercial, Product, Development & Delivery to ensure high quality of services are delivered to our Airline Customers
Summary of the role:
The Senior Manager, Sales & Account Executive, is a strategic commercial leader responsible for driving revenue growth (new sales, upselling and renewals), customer satisfaction, and market expansion across a defined geography for a customer cluster. Success is measured by achieving Annual Contract Value, Total Revenue, and other key performance indicators such as customer satisfaction (NPS), churn and deal velocity.
Reporting to the Associate Director or Director of the cluster, this role manages key customer relationships directly while also contributing to the broader commercial strategy.
Success in this role is measured in terms of ACV. The minimum values for Senior Manager Individual Contributors and verticals are Airlines 3-10M USD
In this role you’ll:
This position plays a critical role in shaping and executing the regional sales and account management strategy, aligning with Amadeus' global commercial objectives. Beyond operational execution, the Senior Manager identifies and develops new market segments, leads cross-functional initiatives to enhance customer success, and ensures commercial governance and risk management practices are embedded in all engagements. The role requires strong stakeholder management, including building trusted relationships with C-level executives to influence strategic decisions and long-term partnerships to Amadeus' advantage.
Type of Interaction Stakeholder Frequency of contact
Sales motion and strategic planning
Generating new customers
Lead in the development of customer segmentation strategy for acquisition of new customers.
Drive and schedule all pre-sales efforts for specific (strategic / large) customers
(demos, PoCs, product development assessments)
Articulate the value proposition of Amadeus solutions to customers (potential and existing)
Coordinate with all stakeholders in Customer Lifecyle (Pre-sales, Customer Success Managers, Product Managers, etc.) to create unique product packages.
Initiate and oversee deal management and contracting procedures with precision and efficiency.
Prepare, present and negotiate detailed commercial proposals tailored to customer requirements (potential and existing).
Existing customers
Map white space and expansion potential for geography and customer seg-
ment.
Support upsell/cross-sell efforts in tandem with Customer Success Manager
Develop account development plans (ADP) that aligns with Customer Success
Plan (CSP)
Drive business outcomes for customer
*Secure long-term commitments and renewals.
Strategic sales + planning
Identify and escalate any account which requires support from Strategic Sales
Advisor and involves team accordingly.
Work with Strategic Sales Advisor to develop customized proposal and negotiation for customer.
Act as the executive sponsor and strategic advisor for accounts assigned.
Complete win/loss analysis report to improve future strategy Leading ACV, Revenues
Customer Relationship Management
Strategic Relationship Building: Cultivate and maintain strong, trust-based rela-
tionships with customers through a blend of strategic planning, interpersonal
engagement, and operational execution.
Account Leadership: Lead the organization’s efforts to sustain and grow rela-
tionships with key decision-makers in strategic accounts, ensuring alignment
with business goals and customer expectations.
Stakeholder Engagement: Expand the company’s reach by developing rapport
with senior customer stakeholders, fostering long-term partnerships and advo-
cacy.
Business Reviews & Insights: Conduct regular business reviews to evaluate ac-
count performance, uncover growth opportunities, and share relevant updates,
insights, and value-added information.
Collaborative Planning: Facilitate workshops and joint planning sessions to co-
create solutions, align on priorities, and drive mutual success.
Customer Advocacy & Success Enablement: Act as the internal voice of the customer, actively supporting Customer Success Managers to promote product adoption, solution usage, and overall customer satisfaction. Leading NPS, upsell/resell values
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 Leading
Other, reporting and communication
Continuously self-develops hard and soft skillset, Amadeus product knowledge and participates in training initiatives.
Mentor and guide Sales & Account team members, fostering a culture of excellence, accountability, and continuous improvement in customer engagement practices.
Ensure customer issues are escalated and resolved in a timely manner.
Update customer account information, ensuring data accuracy and that CRM tools are used effectively.
Organize account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.)
Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.
About the ideal candidate:
Sales skills
Lead generation
Sales strategy and planning
Negotiation and closing; negotiating in different cultures
Proposal and contract management; basic legal and financial understanding
Account Management
Client relationship management up to C-level decision makers
Strategic account planning
Cross-functional coordination
Foundational to advanced product knowledge / expertise
Offer, Order Management, Customer Experience, Digital Experience, NDC, Creation Platform, GDS, Leisure Package Distribution, Rail, Airport, Payment
Services portfolio
Amadeus value proposition per vertical
Technical and analytical skills
CRM proficiency
Data driven mindset and decision making
Understanding customers’ end-to-end, business and IT environment (tech-stack), and per vertical
Storytelling and presentation skills
What we can offer you:
Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.
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.
Working at Amadeus, you will find
🎯 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.
Diversity & Inclusion
Amadeus is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or a related medical condition), ancestry, national origin, age, genetic information, military or veterans status, sexual orientation, gender expression, perception, or identity, marital status, mental or physical disability status, or any other protected federal, state, or local status unrelated to performance of work involved.
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