Sales and Account Manager, Airports and Borders - Latin America and Caribbean

Job Title Sales and Account Manager, Airports and Borders
- Latin America and Caribbean Position type:
Permanent, Full time

Location:

Miami or Bogotá

Job : R37575

Job family:
Account Management About Your Business Area/Department The Sales and Account Manager, Airports and Borders
- Latin America and Caribbean role focuses on technology solutions for airport operators and border authorities across Latin America and the Caribbean. Your primary market focus will be the Caribbean, where you will help customers connect their operational priorities with relevant solutions.

Summary of the role

You will grow our Airports and Borders business across Latin America and the Caribbean, with a primary focus on Caribbean markets. As a senior sales individual contributor, you will build trusted customer relationships and turn complex opportunities into sustainable  this role you'll Shape and execute your territory plan, prioritizing Caribbean opportunities while developing growth across the wider Latin America and Caribbean region.

Develop new and existing accounts through consultative selling, connecting airport and border-authority needs with relevant technology solutions and clear business value.

Build trusted relationships with senior commercial, operational and technical stakeholders, understanding their priorities, and supporting informed buying decisions.

Own complex sales cycles, including tender responses and commercial negotiations, working towards sound agreements and well-defined customer commitments.

Work with solution specialists, product, delivery, and commercial colleagues to develop credible proposals and support a clear handover from sale to delivery.

Maintain disciplined pipeline and reliable forecasts, using account insight to prioritize opportunities, identify risks, and guide your next actions.

Common accountabilities

Has working experience and advanced and specialized technical/functional knowledge in own discipline. Understands how own area contributes to the business. Acts as a reference for colleagues with less experience and supports junior team members.

Influences decisions related to own activity, anticipating dependencies and consequences in complex scenarios, contributes to transversal projects, proposes improvements to processes and is accountable for own and team commitments.

Works independently within plan dictated by manager, with some guidance on most complex situations.

Specific accountabilities

Develop existing accounts for the assigned small to medium customers, based on procedures defined.

Monitor satisfaction, identify new opportunities and propose solutions to improve customer profitability/efficiency.

Identify specific requirements and expectations for existing clients.

Ensure that new products, product enhancements and overall solutions are developed and implemented within the agreed time frame.

Monitor business costs.

About the ideal candidate

Required qualifications and capabilities

You bring at least 10 years of relevant Airports IT and or Border Control IT technology or solution-sales experience, with a track record of developing accounts and closing complex enterprise opportunities.

You can build senior stakeholder relationships, translate customer needs into compelling business value and negotiate commercial agreements across multi-stakeholder sales cycles.

You bring strong territory-planning, opportunity-qualification and forecasting skills, with the ability to work independently and collaborate effectively across functions.

You communicate effectively in English and can travel across the region to develop customer relationships and progress opportunities.

Preferred experience

Experience with Caribbean markets and airport or border-authority customers, including an…