Senior Manager Airline IT Sales – EMEA

Job title:

Senior Manager Airline IT Sales – EMEA

Company:

Amadeus

Job description

Job Title Senior Manager Airline IT Sales – EMEASummaryThis role will lead sales of Amadeus retailing offering for airlines (Offer & Order Management Systems), Altéa IT, IT standalone services portfolio and related solutions to the airline sector. This includes the coordination and execution of the sales process for commercial bids to airline customers and all required internal parties, including the management of the financial, commercial and legal framework and preparation of any documentation and processes to facilitate the sales and negotiation of airline bids from proposal through to contract signature.Key responsibilitiesPLANNING AND SALESBuild and lead the overall sales engagement process for a smooth contractual transition for Key Altea customers to move to Amadeus retailing offering for Airlines. Lead extended customer facing and central teams during complex engagementsManage the commercial elements (budgeting, pricing and contract evolution, products and services, partnership elements, etc.)Review product and solution support material to ensure effective commercial messagesLead complex commercial discussions and evaluations with prospect customers and construct customised commercial proposals together with the Airline Sales and Account Management (ASAM) teams.Capture customer feedback regarding Amadeus’ commercial offering for internal evaluation and evolution of commercial models.SALES MANAGEMENTLead the multi-disciplinary teams to manage the end to end sales engagement plans for Amadeus retailing offering for Airlines.Manage commercial content and prioritization of sales initiatives.Proactively target and engage with potential customers with the ASAM teamsFollowing initial qualification by ASAM, , engage further with the customer to ascertain suitability of the solution and likelihood of successManage bids in response to commercial request (coordinate with internal stakeholders, manage process, activities and deliverables and establish and maintain relationships with third parties as required) and act as prime entry point with the ASAM and the customer.Manage business case and pricing model and deliver customised commercial proposals for individual opportunities.Produce commercial/bid framework and other required documentation. Manage decision support process and obtain necessary approvals from Amadeus Management.

NEGOTIATION & PROJECT PLANNINGLead the contract planning and negotiation process with ASAM for airline customers (coordinate team, manage process, activities and deliverables). Liaise with all involved internal units and Amadeus Management.Analyse and make recommendations to management in complex deals to address customer problems raisedManage business case and negotiation of commercial content, and update parameters of bid framework throughout process.Maintain ASAM, Management and other relevant internal stakeholders (incl. PMG) informed throughout the process and ensure awareness of any changes to the agreed preset framework.Manage decision support process and obtain necessary approvals from Amadeus Management.Manage the processes to assure commercial / legal handover to the implementation teams and Account Management.Work closely with regional Business Performance and central Solutions and Strategy teams to feed Budget/LTP and pipeline management processes.The ideal candidateUniversity degree in Economics, Engineering, Business or related discipline, or equivalent work experience. MBA is considered a plus.Proven record of on-target sales in IT, management and finance responsibilities.Excellent understanding of the airlines business and GDS industry.Experience selling complex IT projects.Demonstrated experience in negotiation and people management skills.Fluent level of English, other languages are considered a plus.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.

Expected salary

Location

Madrid

Job date

Thu, 30 May 2024 02:38:38 GMT

To help us track our recruitment effort, please indicate in your email/cover letter where (vacanciesineu.com) you saw this job posting.