Account Manager

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 (presales CSM) and other teams involved in the customer relationship (product delivery support and revenue management).

In this role youll:

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 customers business strategy and stakeholders

• Set our short mid and longterm 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/crosssell opportunities by uncovering customer challenges / needs and articulating the value proposition to the customer

• Qualify leads with support and insights of the account team (presales CSM)

• Initiate and secure presales 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:

• Bachelors 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 multimillion dollar revenues.

• Must have SAAS (Software as a service) sales experience

• Experience in selling to travel agencies

• 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 1020 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 onthejob training formal learning activities and daytoday 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 longlasting relationships with our customers partners and employees.

#LIAM2024

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.

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