Sales & Account Manager Airports, Middle East & Africa

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Job Title

Sales & Account Manager Airports, Middle East & Africa

Purpose

As Sales & Account Manager your role is to develop, expand and grow the Amadeus Airport footprint as well as to provide service excellence to our existing customers in the Middle East and Africa region. You will be working with airports, airlines, governments and ground handlers.

The Sales Manager drives and is accountable for the end-to-end sales process, from lead qualification to contract closure. At the same time retaining and growing business with existing customers, becoming the trusted partner throughout the contract lifecycle is key.

Reporting to the Head of Sales Middle East and Africa, you will be part of a highly motivated and skilled commercial organization that understands the market requirements and set the new industry standards to provide an excellent passenger journey and enhanced airport operations, based on advanced, innovative technology.

Our mission? Powering better journeys through travel technology

Key Accountabilities

(1) Vision and Strategy

• Understand the Amadeus Global and Airport strategy and vision, mapping it against the market requirements
• Understand our customer's operations, their strategies and challenges to ensure prioritization of deliveries in line with customer's needs
• Work with Head of Sales MEA to define a short- and long-term strategy to achieve the commercial targets in the region

(2) Sales

• Develop and further expand Amadeus market presence in the Middle East and African markets
• Drive the end-to-end sales cycle - from the prospect qualification to the contract closure
• Hunting skills required with a clear consultative selling and long-term partnership approach
• Proven ability to develop relationships and interact with Senior and C level stakeholders
• Extensive experience with procurement processes (tenders and RFx), understand how to develop and promote Amadeus value propositions with customers
• In depth understanding of the market and the competitive environment
• Develop and execute the winning sales strategy in alignment with the Head of Sales MEA

(3) Account Management

• Be a trusted advisor to customers throughout the contract life cycle
• Develop a long-term partnership with customers, ensuring loyalty and highest level of customer satisfaction
• Gain in depth understanding of the customer's business and identify up-sell opportunities
• Proactively manage customer purchase decisions to optimize the sales cycle
• Leverage individual value drivers, understand and influence wide range of customer stakeholders

(4) Internal Communication

• Ensure a close collaboration with internal teams for Pre-sales, Implementation and Customer Success
• Pro-actively share information within the organization to attend customer needs
• Develop and execute account plans to achieve revenue targets and account growth
• Collaborate to knowledge creation, sharing and maintenance with commercial support teams (Portfolio Management, R&D, Legal, etc.)
• Identify, share and re-use functional best practices, experiences, and lessons learned within the team (through forums, calls, communities, etc.)

Education & Relevant Work Experience

• In depth knowledge of the Air Travel Industry and Airport technology
• 10 years of experience in Business Development or Sales & Account Management with a significant portion within the Airport sector
• Proven track record of achieving or exceeding sales targets, by closing large and complex deals including financial structuring and negotiations
• Experience in building and maintaining client relationships at Senior level
• Strong negotiation, communication & presentation skills.

Skills

• English & Arabic speaker is a requirement, any additional language (Spanish, French) is a strong plus
• Strong cultural sensitivity & teamwork skills
• Excellent communication skills; capable of interfacing with customers at all levels
• Ability to build credibility and to keep good relationships with customers whilst preserving Amadeus' interests
• High organizational skills and perseverance
• Ability to multi-task and to work to deadlines, both independently and collaboratively within teams
• Ability to travel for business
• This position is located at Riyadh, Kingdom of Saudi Arabia

Diversity & Inclusion

Amadeus 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.