Manager, Account Management

About the role

The Sales & Account Executive reports to the VP of OTA & Consolidator Sales & Account Management. They are responsible for managing one or multiple customer accounts, coordinating with the commercial team, and developing retention plans.

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
• Aids the services organization with scoping of upcoming opportunities
• Represents the customer’s business, strategy, and stakeholders
• Set short-, mid- and long-term objectives for the relationship with the customer across engagement, commercial, solution, adoption, marketing, etc.
• Initiate acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the value proposition to the customer
• Qualify leads with support and insights from the other members of commercial team (solutions consulting & customer success management)
• Initiate and secure pre-sales engagement when applicable (solution / discovery workshops, product demos)
• Prepare, present, negotiate and secure detailed commercial proposals
• Trigger the deal management process (including business case) and provide commercial input
• Maintain 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
• Develop strong rapport with primary customer point of contacts and develop extensive network of relationships across customer organization (up, down and sideways)
• 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 customers

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
• Possesses strong conceptual thinking skills to develop customer specific use cases
• Possesses strong negotiation and planning skills, clear communication, commercial sense
• 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
• 20-30% travel
• 2-3 years related experience and/or training, or equivalent combination of education and experience in travel distribution industry