Job Title Senior Account ManagerPurpose of the role:Define and implement a commercial and retention strategy for a strategic airline in the Middle-East region. Identify and prioritize business opportunities with the airline. Facilitate sales and develop a retention plan by nurturing strong relationships with the customer including the C levels.The role is the key relationship point of contact to Amadeus airline customers and coordinates closely with the delivery, product and customer success teams. Manage the challenges resulting from a highly political environment as well as cultural differences.Main responsibilities:Pipeline management, sales and strategic planningDrives the commercial relationships end to end with the customer and is responsible to define and implement the commercial strategy for the airlineAnalyse the drivers, challenges, organization, and decision-making processes across all aspects of the customer's business that may impact AmadeusAlign Amadeus departments to act on the priorities and objectives to meet account development plan, and to deliver unified responses to customerManage customer's sales pipeline and renewal forecastArticulates value proposition of Amadeus solutions to customersDrives and schedules all pre-sales efforts (demos, PoCs, product development assessments)Supports upsell/cross-sell effortsArticulates renewals opportunities for that given accountDrives renewals strategy and executionManage customer P&L, profitability, sales pipeline and bespoke development forecast.Identify and develop new business opportunities while maintaining or increasing revenue and profitability, including strategic projects and joint innovation approaches.Identify customer product and services requirements and give recommendations to Amadeus product departments regarding products and pricing policies.Manage the targeting, sale, negotiation and contracting processes for additional products & services including strategic partnerships and co-innovation.Support and provide guidance to sales, legal and solutions organizations to adapt Amadeus approach to customer and maximize success.Customer Relationship ManagementLeads the companys efforts to maintain and expand relationships with key decision makers in the assigned accountsFocuses on expanding reach by developing rapport with individuals & leaders across the organizations business functionsDefines and maintains strategic partnershipActively supports Customer Success Managers to promote adoption and usageEscalates customer issues to internal teamsReporting and communicationProvides group account performance and opportunity analysis to clients key decision makers on a monthly basisOrganizes hand-off to post-sales organization with a clear statement of the business caseOrganizes account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.)Participates in checks-in with customer success to drive adoptionActively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.Represent Amadeus\' interests within the customer organization and manage together with the other account manager the information flow within the airline group.Identify, share and re-use commercial best practices, experiences, and lessons learnt within the commercial organisation (through forums, calls, communities).Participate in a continuous improvement process for measuring and improving performance, satisfaction and skills (via targeted training).About the ideal candidate:University degree Marketing / Business, IT or Travel Industry. MBA is an asset.At least 15 years of experience in the travel industry and/or in similar customer facing roles.Excellent communication and influencing skills to interact with different stakeholders including senior level managementFluent in English. Other languages (Arabic, French) are an asset.Diversity & InclusionAmadeus 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.This job has been sourced from an external job board.
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