Director Sales & Account Management, NORAM

Job TitleDirector Sales & Account Management, NORAMExternal Job Title: Director, Account Management (Sales & Account Management)Position type: PermanentLocation: 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 CustomersSummary 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 USDIn 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 contactSales motion and strategic planningGenerating new customersLead 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 customersMap white space and expansion potential for geography and customer seg-ment.Support upsell/cross-sell efforts in tandem with Customer Success ManagerDevelop account development plans (ADP) that aligns with Customer SuccessPlan (CSP)Drive business outcomes for customer*Secure long-term commitments and renewals.Strategic sales + planningIdentify and escalate any account which requires support from Strategic SalesAdvisor 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, RevenuesCustomer Relationship ManagementStrategic Relationship Building: Cultivate and maintain strong, trust-based rela-tionships with customers through a blend of strategic planning, interpersonalengagement, and operational execution.Account Leadership: Lead the organization’s efforts to sustain and grow rela-tionships with key decision-makers in strategic accounts, ensuring alignmentwith business goals and customer expectations.Stakeholder Engagement: Expand the company’s reach by developing rapportwith 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 valuesLeadership, 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 lessonsLearned within Sales & Account Executive community.Lead strategic projects LeadingOther, 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:Sales skillsLead generationSales strategy and planningNegotiation and closing; negotiating in different culturesProposal and contract management; basic legal and financial understandingAccount ManagementClient relationship management up to C-level decision makersStrategic account planningCross-functional coordinationFoundational to advanced product knowledge / expertiseOffer, Order Management, Customer Experience, Digital Experience, NDC, Creation Platform, GDS, Leisure Package Distribution, Rail, Airport, PaymentServices portfolioAmadeus value proposition per verticalTechnical and analytical skillsCRM proficiencyData driven mindset and decision makingUnderstanding customers’ end-to-end, business and IT environment (tech-stack), and per verticalStorytelling and presentation skillsWhat we can offer you:Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.Hybrid working model. 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.Enter a diverse and inclusive workplace, join one of the world’s top travel technology companies and take on a role that impacts millions of travelers around the globe.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 on-the-job training, formal learning activities, and day-to-day 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 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 long-lasting relationships with our customers, partners, and employees.Diversity & InclusionAmadeus 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.Amadeus endeavors to make accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at View email address on click.appcast.io. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.Be aware of recruitment scamsAmadeus Group never charges fees, requests payment, or asks for financial information during recruitment. All legitimate opportunities are communicated solely through official Amadeus channels, including our careers website. Any payment request or outreach via unofficial platforms (e.g., WhatsApp, Telegram) should be treated as fraudulent.SummaryLocation: Dallas; Remote, USAType: Full time