Account Manager, Amadeus
+ Bonus + Equity
Travel analytics software
Job no longer available
Travel analytics software
1001+ employees
Job no longer available
+ Bonus + Equity
1001+ employees
Company mission
To power better journeys through travel technology.
Role
Who you are
- 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
What the job involves
- 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)
- 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
Application process
- End Date: February 14, 2025
Our take
Legacy Spanish travel and tourism IT provider Amadeus has been working in the industry since 1987 when it was originally founded as a European global distribution system (GDS) for airlines. Now its software connects travellers to journeys via agents, search engines, tour operators, accommodation, and transport.
Having diversified in the mid-noughties to match the evolution in digital technology, Amadeus now powers business analytics and software solutions for 16 sides of the travel industry and with 6 business tools. It doesn’t spread itself thin either, with more than 15,000 employees across the world and growth still in motion.
Amadeus continues to solidify its position as a leader in the travel and hospitality tech sectors, evidenced by its strong financial performance in the second quarter of 2024. The company's significant revenue growth, strategic acquisitions, and partnerships underscore its commitment to innovation and expansion and it doesn't plan to slow down anytime soon.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Company HQ
San Pascual, Madrid, Spain
Leadership
Luis Maroto
(CEO & President)Previously Deputy CEO and CFO at Amadeus before becoming the President and CEO in 2011. They also worked as a Corporate Support Functions Director at Grupo Bertelsmann.
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