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Amadeus · 1 day ago

Sales & Account Executive

Miami, FL

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Amadeus provides technology to connect travel agencies globally to thousands of travel suppliers. The Sales & Account Executive is responsible for managing the commercial and contractual relationship with a global Online Travel Agency, focusing on business development, account growth, and maintaining strong customer relationships.

Air TransportationHotelInformation TechnologySoftwareTourismTravel

Work & Life Balance

Responsibilities

Identify and qualify new business opportunities aligned with customer needs and strategic goals that bring Annual Contract Value (ACV)

Build Account Development Plan (ADP) that aligns with Customer Success Plan (CSP) to drive the overall business

Assign sales targets and set strategic objectives

Coordinate with all stakeholders in the Customer Lifecycle (Pre-Sales, Customer Success Managers, Product Managers, etc) to create unique solutions and product packages

Assist the services organization with scoping of opportunities

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

Initiate acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the Amadeus value proposition to the customer

Qualify leads with support and insights of the other members of the commercial team (pre-sales, customer success management)

Drive and schedule all pre-sales engagement (discovery workshops, proofs of concept, product demos)

Prepare, present, negotiate and secure detailed commercial proposals tailored to customer requirements

Trigger the deal management process (including business case) and provide commercial input

Lead contract negotiations

Maintain engagement with customer and internal teams post sale

Lead the company’s efforts to maintain and expand relationships with key decision makers in the assigned account

Develop strong rapport with primary customer points of contact and develop an extensive network of relationships across customer organization (up, down and laterally)

Orchestrate engagement governance and relationship mapping between customer and Amadeus

Hold regular business reviews with customers to review performance, share company updates, market insights, and align priorities and plans in coordination with customer success management for the customer success plan

Identify and facilitate executive meetings, workshops, and joint marketing engagements with customer

Provide group account performance and opportunity analysis to client’s key decision makers frequently

Actively partner with customer success management to drive adoption

Actively share account information with the other stakeholders in delivery, product, pre-sales, and customer success teams

Organize regular account team meetings to review account progress, share insights, activities and align on priorities

Drive the opportunity cycle in Salesforce (create/ update/close) and ensure accuracy of customer data

Escalate customer issues to internal teams (including billing and reporting issues)

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

Qualification

Sales Strategy DevelopmentCustomer Relationship ManagementSalesforce ExperienceNegotiation SkillsConsultative Sales ApproachBusiness DevelopmentTravel Industry ExperienceConceptual ThinkingCommercial SenseEnglish FluencyAdvanced CommunicationAdaptabilityProblem SolvingTeam Collaboration

Required

Bachelor's degree in business or engineering and/or equivalent work experience

At least 10 years of relevant experience in technology or travel industry with 5 years in customer-facing roles with a proven sales track record (e.g., sales, customer success or business development) with management responsibility for multi-million-dollar revenues

Consultative sales approach

Able to understand overall business cases and anticipate customer needs based on research

Highly adaptable and capable of evolving the business plan

MS Office, Salesforce experience

Business fluency in English

Able to clearly articulate solution value proposition

Advanced conceptual thinking skills to develop customer specific use cases

Advanced negotiation and planning skills, clear communication, commercial sense

Able to manage challenging conversations

Understanding of the economics of the IT business and experience in IT sales

Understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players

2-3 years related experience or equivalent combination of education and experience in travel distribution industry

Be able to travel 10-30%

Benefits

Competitive remuneration

Individual and company annual bonus

Vacation and holiday paid time off

Health insurances

Other competitive benefits

Professional development to broaden your knowledge and enhance your skills with on-line learning hubs packed with technical and soft skills training that allow you to develop and grow.

A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.

Company

Amadeus

Glassdoor4.1

Amadeus is a transaction processor providing transaction processing power and technology solutions for the travel and tourism industry. It is a sub-organization of Amadeus.

Founded in 1987

Madrid, Madrid, ESP

10001+ employees