Director Sales & Account Management, NORAM

About this role

Job Title

Director Sales & Account Management, NORAM External Job Title: Director, Account Management (Sales & Account Management) Position type: Permanent Location : Dallas or Remote (West Coast)

About Your Business Area/Department: Airline Sales and Account Team is responsible for managing commercial relationship with our Airline customers to accomplish customer objectives. We work closely with different teams with Commercial, Product, Development & Delivery to ensure high quality of services are delivered to our Airline Customers Summary of the role: The Senior Manager, Sales & Account Executive, is a strategic commercial leader responsible for driving revenue growth (new sales, upselling and renewals), customer satisfaction, and market expansion across a defined geography for a customer cluster. Success is measured by achieving Annual Contract Value, Total Revenue, and other key performance indicators such as customer satisfaction (NPS), churn and deal velocity.

Reporting to the Associate Director or Director of the cluster, this role manages key customer relationships directly while also contributing to the broader commercial strategy.

Success in this role is measured in terms of ACV. The minimum values for Senior Manager Individual Contributors and verticals are Airlines 3-10M USD In this role you’ll: This position plays a critical role in shaping and executing the regional sales and account management strategy, aligning with Amadeus' global commercial objectives. Beyond operational execution, the Senior Manager identifies and develops new market segments, leads cross-functional initiatives to enhance customer success, and ensures commercial governance and risk management practices are embedded in all engagements. The role requires strong stakeholder management, including building trusted relationships with C-level executives to influence strategic decisions and long-term partnerships to Amadeus' advantage.

Type of Interaction Stakeholder Frequency of contact Sales motion and strategic planning • Generating new customers

• Lead in the development of customer segmentation strategy for acquisition of new customers.

• Drive and schedule all pre-sales efforts for specific (strategic / large) customers

• (demos, PoCs, product development assessments)

• Articulate the value proposition of Amadeus solutions to customers (potential and existing)

• Coordinate with all stakeholders in Customer Lifecyle (Pre-sales, Customer Success Managers, Product Managers, etc.) to create unique product packages.

• Initiate and oversee deal management and contracting procedures with precision and efficiency.

• Prepare, present and negotiate detailed commercial proposals tailored to customer requirements (potential and existing).

• Existing customers

• Map white space and expansion potential for geography and customer seg-

• ment.

• Support upsell/cross-sell efforts in tandem with Customer Success Manager

• Develop account development plans (ADP) that aligns with Customer Success

• Plan (CSP)

• Drive business outcomes for customer

• *Secure long-term commitments and renewals.

Strategic sales + planning • Identify and escalate any account which requires support from Strategic Sales

• Advisor and involves team accordingly.

• Work with Strategic Sales Advisor to develop customized proposal and negotiation for customer.

• Act as the executive sponsor and strategic advisor for accounts assigned.

• Complete win/loss analysis report to improve future strategy Leading ACV, Revenues

• Customer Relationship Management

Strategic Relationship Building: Cultivate and maintain strong, trust-based rela- tionships with customers through a blend of strategic planning, interpersonal engagement, and operational execution. Account Leadership: Lead the organization’s efforts to sustain and grow rela- tionships with key decision-makers in strategic accounts, ensuring alignment with business goals and customer expectations. Stakeholder Engagement: Expand the company’s reach by developing rapport with senior customer stakeholders, fostering long-term partnerships and advo- cacy. Business Reviews & Insights: Conduct regular business reviews to evaluate ac- count performance, uncover growth opportunities, and share relevant updates, insights, and value-added information. Collaborative Planning: Facilitate workshops and joint planning sessions to co- create solutions, align on priorities, and drive mutual success. Customer Advocacy & Success Enablement: ​ Act as the internal voice of the customer, actively supporting Customer Success Managers to promote product adoption, solution usage, and overall customer satisfaction. Leading NPS, upsell/resell values

Leadership, influence and strategic vision: • Lead and execute the geographic and customer segmentation strategy, vision mapping it against market requirements.

• Lead and implement the Sales & Account Management strategy at regional level.

• Contribute to sustaining and growing Amadeus’ market share and revenues in assigned cluster.

• Identify, share and reuse functional best practices, experience and lessons

• Learned within Sales & Account Executive community.

• Lead strategic projects Leading

Other, reporting and communication • Continuously self-develops hard and soft skillset, Amadeus product knowledge and participates in training initiatives.

• Mentor and guide Sales & Account team members, fostering a culture of excellence, accountability, and continuous improvement in customer engagement practices.

• Ensure customer issues are escalated and resolved in a timely manner.

• Update customer account information, ensuring data accuracy and that CRM tools are used effectively.

• Organize account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.)

• Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.

About the ideal candidate:

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