Job Title

Summary of the role:

The Account Manager 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 account team (pre-sales, CSM) and other teams involved in the customer relationship (product, delivery, support and revenue management).

In this role you’ll:

Sales and strategic planning:

Build and update the account development plan (ADP) together with the account team to:​

Represent our business relationship with the customer and its SWOT​

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.

Ensures the ADP and Customer Success Plan (CSP) are in sync

Customer Relationship Management

Develop strong rapport with primary customer point of contacts and develop network of relationships across customer organization​

Orchestrate engagement governance and relationship mapping between customer and Amadeus​

Hold regular business reviews with customer to review performance, share company updates, market insights and align priorities and plans in coordination with CSM for the customer success plan​

Identify and facilitate executive meetings, workshops and joint marketing engagements with customers

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 of the account team (pre-sales, CSM) ​

Initiate and secure pre-sales engagement when applicable (solution / discovery workshops, product demos). ​

Lead the bid management process for acquisition and renewals*​

Prepare, present, negotiate and secure detailed commercial proposals​

Trigger the deal management process (incl. business case) and provide commercial input​

Lead Contract negotiation​

Actively support CSM to optimize usage & adoption, securing achievable sales and post sales handover

Reporting and communication

Organize regular account team meetings to review ADP 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)​

Provide input to Product Life Cycle

About the ideal candidate:

Bachelor’s degree and/or equivalent work experience.

At least 8 years of relevant experience in technology or travel industry with 5 years in a customer facing role (such as project management, sales, customer success or business development) with management responsibility for multi-million dollar revenues.

Able to understand overall business case 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

Knowledge of MS Office, Salesforce

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

Good understanding of the economics of the IT business and experience in IT Sales also desirable

Good understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players

Excellent presentation and communication skills.

Ability to create and deliver compelling presentations to clients and stakeholders.

Advanced public speaking skills and the ability to engage an audience

Ability to travel - 10-20% travel within assigned geographic locations

Working at Amadeus, you will find

·        🎯 A critical mission and purpose - At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.

·        🌎 A truly global DNA - Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.

·        🎓 Great opportunities to learn - Learning happens all the time and in many ways at Amadeus, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.

·        🤗 A caring environment - Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life. We care about our employees and strive to provide a supportive work environment.

·        💰 A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.

·        🌟 A flexible working model - We want our employees to do their best work, wherever and however it works best for them.

·        🌈 A diverse and inclusive community - We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization.

·        📈 A Reliable Company - Trust and reliability are fundamental values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.

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Diversity & Inclusion

Amadeus is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or a related medical condition), ancestry, national origin, age, genetic information, military or veterans status, sexual orientation, gender expression, perception, or identity, marital status, mental or physical disability status, or any other protected federal, state, or local status unrelated to performance of work involved.

Amadeus endeavors to make https://jobs.amadeus.com/ accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at accommodations@amadeus.com. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.