Manager, Account Management

Job Title Manager, Account Management   External   Job Title:    Sales & Account Executive  Position type:    Permanent, Hybrid Location:    Dallas, Texas About Your Business Area/Department:  Amadeus Travel Sellers provides technology to connect  40k+  travel agencies globally to thousands of travel suppliers so they can shop, book and service the travel reservations of  millions of travelers  every year.  The Online Travel Agency (OTA)   and Consolidator team is responsible for growing and retaining clients in this segment for Travel Sellers Americas.   Summary of the role:   Reporting to the VP of OTA   & Consolidator Sales & Account Management, the   Sales &   Account   Executive   is responsible for the overall commercial and contractual relationship with his/her customer(s). He/she acts as the primary point of contact for managing one or multiple customer accounts and must coordinate closely the activities of the commercial team (including   solutions consulting   and customer success management) and other teams involved in the customer relationship (product, delivery, support and revenue management).  The responsibilities include defining and implementing a business development and growth strategy for the assigned accounts, identifying and prioritizing business opportunities, facilitating sales and developing retention plans.   In this role you’ll:   Strategic Sales Planning   • 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   • Assists the services organization with scoping of upcoming 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 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   Lead Contract negotiation   Maintain engagement with   customers   and internal teams post sale   Customer Relationship Management   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   Reporting and communication   Provides group account performance and opportunity analysis to client’s key decision makers frequently   Actively partners 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 Sales Force (create/ update/close) and ensure accuracy of customer data   Escalate customer issues to internal teams (incl. billing issues)   This role will interact with the Customer's management team, Pre-Sales and Customer Success Management,  Product, Marketing and Delivery Teams   About the ideal candidate:     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   Able to clearly articulate product value proposition to consumers   Possesses strong conceptual thinking skills to develop customer specific use cases   Possesses strong negotiation and planning skills, clear communication, commercial sense   Able to manage challenging conversations   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       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 le