Manager, Sales and Account Management – Airports and Borders

🕒 il y a 10 jours

🏄 California – Distant

🏄 California – Remote

⏰ Temps Plein

🟠 Senior

🔴 Expert

💰 Responsable de comptes

🦅 Parrain de Visa H1B

Cette entreprise a parrainé des visas H1B par le passé.

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Amadeus

Site WebLinkedInTous les Emplois

10 000+ employés

☁️ SaaS

🤝 B2B

🤖 Intelligence artificielle

SaaS • B2B • Artificial Intelligence

Amadeus est une entreprise mondiale de technologie du voyage qui fournit des logiciels cloud et des solutions informatiques à l'industrie du voyage et du tourisme. Elle propose des plateformes et produits SaaS pour les compagnies aériennes, aéroports, autorités frontalières, vendeurs de voyages, fournisseurs de voyages d'affaires et d'hébergement, ainsi que des services de paiements et d'intelligence de voyage, prenant en charge les réservations, services aux passagers, opérations et analyses. Amadeus met l'accent sur les intégrations de niveau entreprise, les partenariats (y compris les collaborations cloud et IA), et l'évolutivité pour connecter l'écosystème du voyage.

Description

• Promote growth of Amadeus’ Seamless Travel, Airport Operations, and Border Control portfolio across North America. • Shape the regional commercial strategy, drive multi‑year pipeline creation, and close high‑impact opportunities with airports, government agencies, and border authorities. • Maintain a broad understanding of the North American travel ecosystem, regulatory environment, and competitive dynamics; uses these insights to generate sales growth, recommend best practices, and influence regional strategy. • Translate strategy into concrete action plans, sets and monitors targets, and ensures disciplined execution across prospecting, qualification, and closing. • Operate independently within management direction; coordinates cross‑functional pursuit teams (solutions, presales, delivery, legal, finance, marketing, public affairs) and acts as a quality and best‑practice resource. • Co‑own the long‑term commercial plan for key accounts, including sales forecasts, and prioritization informed by customer and partner feedback. • Build and maintain a +3× pipeline coverage aligned to regional revenue objectives and strategic accounts. • Identify, qualify, and develop net‑new opportunities with senior and C‑suite decision makers across airports, border agencies, DHS/CBP counterparts, airport authorities, and leading airlines. • Lead discovery to define customer business outcomes; align Amadeus capabilities in Seamless Travel (CUPPS/CUTE/CUSS, biometrics, orchestration), Airport Operations (AODB, RMS, APOC, turnaround/flow), and Border Control (entry/exit, API/PNR, risk‑based screening) to measurable value. • Craft compelling business cases (TCO/ROI) and executive narratives that resonate with operational, financial, and security stakeholders. • Orchestrate RFP/RFI qualification, bid strategy, win themes, compliance matrices, and executive reviews; drive crisp governance through gate decisions. • Lead commercial negotiations to closure, including pricing strategy, terms, risk mitigation, and partnerships/consortia when applicable.

🎯 Exigences

• Bachelor's Degree and/or equivalent work experience • 10+ years in enterprise or government technology sales with proven success selling to airports, aviation authorities, and/or border/security agencies, in North America. • Demonstrated leadership of complex, multi‑stakeholder, multi‑year pursuits (>$5–10M TCV), including public sector RFP/RFI processes and compliance. • Strong understanding of airport operations systems (AODB, RMS, resource allocation, APOC), passenger processing (CUPPS/CUTE/CUSS, biometrics), or border control (EES/ETIAS analogs, API/PNR, identity management). • Executive presence with the ability to engage C‑suite and senior government decision makers; excellent communication, negotiation, and storytelling skills. • Experience collaborating across matrixed global organizations and with partner ecosystems. • Ability to travel: North America–based, with regular travel to customers, partners, and industry events across the US and Canada.

🏖️ Avantages

• A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits. • 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 flexible working model - We want our employees to do their best work, wherever and however it works best for them. • A truly global DNA - Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.