Job Title

Sales & Account Manager Airports, Middle East & Africa

Purpose

As Sales & Account Manager your role is to develop, expand and grow the Amadeus Airport footprint as well as to provide service excellence to our existing customers in the Middle East and Africa region. You will be working with airports, airlines, governments and ground handlers.

The Sales Manager drives and is accountable for the end-to-end sales process, from lead qualification to contract closure. At the same time retaining and growing business with existing customers, becoming the trusted partner throughout the contract lifecycle is key.

Reporting to the Head of Sales Middle East and Africa, you will be part of a highly motivated and skilled commercial organization that understands the market requirements and set the new industry standards to provide an excellent passenger journey and enhanced airport operations, based on advanced, innovative technology.

Our mission? Powering better journeys through travel technology!

Key Accountabilities

(1) Vision and Strategy

Understand the Amadeus Global and Airport strategy and vision, mapping it against the market requirementsUnderstand our customer’s operations, their strategies and challenges to ensure prioritization of deliveries in line with customer's needsWork with Head of Sales MEA to define a short- and long-term strategy to achieve the commercial targets in the region

(2) Sales

Develop and further expand Amadeus market presence in the Middle East and African marketsDrive the end-to-end sales cycle - from the prospect qualification to the contract closureHunting skills required with a clear consultative selling and long-term partnership approachProven ability to develop relationships and interact with Senior and C level stakeholdersExtensive experience with procurement processes (tenders and RFx), understand how to develop and promote Amadeus value propositions with customersIn depth understanding of the market and the competitive environmentDevelop and execute the winning sales strategy in alignment with the Head of Sales MEA

 (3) Account Management

Be a trusted advisor to customers throughout the contract life cycleDevelop a long-term partnership with customers, ensuring loyalty and highest level of customer satisfactionGain in depth understanding of the customer’s business and identify up-sell opportunitiesProactively manage customer purchase decisions to optimize the sales cycleLeverage individual value drivers, understand and influence wide range of customer stakeholders

(4) Internal Communication

Ensure a close collaboration with internal teams for Pre-sales, Implementation and Customer SuccessPro-actively share information within the organization to attend customer needsDevelop and execute account plans to achieve revenue targets and account growthCollaborate to knowledge creation, sharing and maintenance with commercial support teams (Portfolio Management, R&D, Legal, etc.)Identify, share and re-use functional best practices, experiences, and lessons learned within the team (through forums, calls, communities, etc.) 

Education & Relevant Work Experience

In depth knowledge of the of the Air Travel Industry and Airport technology10 years of experience in Business Development or Sales & Account Management with a significant portion within the Airport sectorProven track record of achieving or exceeding sales targets, by closing large and complex deals including financial structuring and negotiationsExperience in building and maintaining client relationships at Senior levelStrong negotiation, communication & presentation skills.

 Skills

English & Arabic speaker is requirement, any additional language (Spanish. French) is a strong plusStrong cultural sensitivity & teamwork skillsExcellent communication skills; capable of interfacing with customers at all levelsAbility to build credibility and to keep good relationships with customers whilst preserving Amadeus' interestsHigh organizational skills and perseveranceAbility to multi-task and to work to deadlines, both independently and collaboratively within teamsAbility to travel for businessThis position is located at Riyadh, Kingdom of Saudi Arabia

Diversity & Inclusion

Amadeus aspires to be a leader in Diversity, Equity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.  

Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.