Senior Principal – Account Management

• Own the account strategy and commercial plan for a portfolio of assigned airline accounts
• Build and lead commercial engagements within the account portfolio
• Develop key relationships and execute engagements with strong commercial integrity
• Manage strategic airline customer relationships at C-suite and board level as a trusted long-term partner
• Develop and maintain account plans covering customer priorities, relationship mapping, growth opportunities, renewal strategy and risk mitigation
• Partner with the VP – Account Management, Americas and cross‑functional teams including Sales, Pre‑Sales, Product, Delivery and Customer Success
• Drive AI-enabled commercial excellence using tools such as Microsoft CoPilot, Claude or equivalent
• Maintain operating cadence for pipeline, forecasting, account health and renewal tracking
• Report regularly to the VP – Account Management, Americas

• 10–12+ years of proven commercial, sales or account management experience selling software or technology solutions to airlines
• Individual contributor track record, with proven ability to personally own, run and grow strategic accounts
• Deep expertise and understanding of airline technology markets and competitive commercial dynamics
• Experience of Modern Airline Retailing (Offer, Order, Settle, Delivery - OOSD)
• Outstanding executive stakeholder management experience, including C-suite and board-level relationships
• Bachelor's degree in Business, Engineering or related experience
• MBA preferred
• Deep knowledge of the airline technology competitive landscape and commercial positioning of key players in the airline technology market
• Strong understanding of Modern Airline Retailing principles and NDC (New Distribution Capability)
• Familiarity with structured selling and account management methodologies such as Miller Heiman Strategic Selling, LAMP or equivalent
• Strategic use of AI-powered commercial intelligence, such as Microsoft Dynamics AI, Claude or equivalent
• Ability to use Microsoft CoPilot, Claude or equivalent for account planning, renewal documentation and executive communications

Demonstrates expertise in managing strategic airline accounts with a focus on commercial excellence and relationship building at the C-suite level. Proficient in leveraging AI-powered tools for account planning and executing effective commercial strategies in the airline technology market.

• Account Management
• Commercial Strategy Development
• Executive Stakeholder Management
• Airline Technology Market Expertise
• Modern Airline Retailing

• Commercial Management
• Sales Strategy
• Account Planning
• Relationship Mapping
• Risk Mitigation
• Forecasting
• Pipeline Management
• Structured Selling Methodologies
• NDC (New Distribution Capability)
• AI-Powered Commercial Intelligence

• Interpersonal Communication
• Leadership
• Strategic Thinking
• Collaboration
• Integrity

• Bachelor's Degree in Business
• MBA Preferred

• Airline Technology
• Commercial Dynamics
• Modern Airline Retailing Principles
• C-Suite Relationships
• Account Growth Opportunities

• Microsoft Co Pilot
• Claude
• Microsoft Dynamics AI