Director Sales & Account Management, NORAM

Job Title Director Sales & Account Management, NORAM External

Job Title:

Director, Account Management (Sales & Account Management) Position type:
Permanent

Location:

Dallas or Remote (West Coast)

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

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

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.

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 elevate 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- tions 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…