Senior Account Manager

4 semanas atrás

Região Geográfica Intermediária de Dourados, Brasil 1209 Amadeus IT FZCO Tempo inteiro

Define and implement a commercial and retention strategy for a strategic airline in the Middle-East region. Identify and prioritize business opportunities with the airline. Facilitate sales and develop a retention plan by nurturing strong relationships with the customer including the C levels.

The role is the key relationship point of contact to Amadeus airline customers and coordinates closely with the delivery, product and customer success teams. Manage the challenges resulting from a highly political environment as well as cultural differences.

Main responsibilities:

  1. Pipeline management, sales and strategic planning: Drives the commercial relationships end to end with the customer and is responsible to define and implement the commercial strategy for the airline.
  2. Analyse the drivers, challenges, organization, and decision-making processes across all aspects of the customer's business that may impact Amadeus.
  3. Align Amadeus departments to act on the priorities and objectives to meet account development plan, and to deliver unified responses to customer.
  4. Manage customer's sales pipeline and renewal forecast.
  5. Articulates value proposition of Amadeus solutions to customers.
  6. Drives and schedules all pre-sales efforts (demos, PoCs, product development assessments).
  7. Supports upsell/cross-sell efforts.
  8. Articulates renewals opportunities for that given account.
  9. Drives renewals strategy and execution.
  10. Manage customer P&L, profitability, sales pipeline and bespoke development forecast.
  11. Identify and develop new business opportunities while maintaining or increasing revenue and profitability, including strategic projects and joint innovation approaches.
  12. Identify customer product and services requirements and give recommendations to Amadeus product departments regarding products and pricing policies.
  13. Manage the targeting, sale, negotiation and contracting processes for additional products & services including strategic partnerships and co-innovation.
  14. Support and provide guidance to sales, legal and solutions organizations to adapt Amadeus approach to customer and maximize success.

Customer Relationship Management:

  1. Leads the company’s efforts to maintain and expand relationships with key decision makers in the assigned accounts.
  2. Focuses on expanding reach by developing rapport with individuals & leaders across the organization’s business functions.
  3. Defines and maintains strategic partnership.
  4. Actively supports Customer Success Managers to promote adoption and usage.
  5. Escalates customer issues to internal teams.

Reporting and communication:

  1. Provides group account performance and opportunity analysis to client’s key decision makers on a monthly basis.
  2. Organizes hand-off to post-sales organization with a clear statement of the business case.
  3. Organizes account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.).
  4. Participates in checks-in with customer success to drive adoption.
  5. Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.
  6. Represent Amadeus' interests within the customer organization and manage together with the other account manager the information flow within the airline group.
  7. Identify, share and re-use commercial best practices, experiences, and lessons learnt within the commercial organisation (through forums, calls, communities).
  8. Participate in a continuous improvement process for measuring and improving performance, satisfaction and skills (via targeted training).

About the ideal candidate:

  1. University degree Marketing / Business, IT or Travel Industry. MBA is an asset.
  2. At least 15 years of experience in the travel industry and/or in similar customer facing roles.
  3. Excellent communication and influencing skills to interact with different stakeholders including senior level management.
  4. Fluent in English. Other languages (Arabic, French) are an asset.

Diversity & Inclusion

Amadeus aspires to be a leader in Diversity, Equity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.

Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.

About Us

At Amadeus we’re passionate about travel and technology and making travel simpler, smarter and smoother.

We're a diverse global team of over 18,000 professionals working together to solve the industry's toughest challenges and deliver exceptional customer experiences across 190 countries. And so can you

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