Senior Vice President, Americas Strategic Altea Accounts

The SVP Americas Strategic Altea Accounts position is responsible for leading a team of skilled and experienced Account Directors and Account Managers responsible for sales and account management for Americas Strategic Altea Accounts - Air Canada, Avianca, Hawaiian Airlines, and Southwest Airlines - which generate a signifcant annual revenue stream for Amadeus. The candidate must be capable of fostering an empowering work environment which encourages direct reports to maintain and continually strengthen customer relations and their overall excellent management of their respective accounts.

Sales, Financial and Strategic Planning

• Achieves Sales and key financial targets - ACV/TCV, revenue, margin
• Balance customer needs and company business objectives to advocate for and achieve win-win results
• Anticipates and plans for renewal discussions with each account
• Oversees the creation of comprehensive account plans which focus on customer service, customer relationships, and maximizing overall business opportunities
• Support annual planning processes - budget, LTP, business line planning - and provide ad hoc support for deal reviews and product line business cases as needed
  
  

Customer Relationship Management

• Facilitate strong customer relationships to maintain an overall environment conducive to creating new opportunities / closing new business
• Leads the company's efforts to maintain and expand relationships with key decision makers
• Focuses on expanding reach by developing rapport with key decision makers and stakeholders across each customer's business functions
• Defines and maintains a strategic perspective with respect to the relationship - develops and executes strategic engagement plans for each account
• Facilitates collaborative interactions with customers to ensure Amadeus has a clear understanding of business challenges and industry trends the customer is facing
• Collaborates closely with Pre-Sales and Customer Success Management teams to drive new sales and promote adoption and usage
• Resolves disputes / issue escalations (both internal and customer) in coordination with Account Director / Account Manager and Regional Head

Reporting and Communication

• Provides oversight of customer account performance and opportunity analysis to each client's key decision makers on the agreed cadence (frequency tailored to each customer, as agreed with customer)
• Ensures scheduling and appropriate participation for account strategy meetings and opportunity reviews with internal teams as agreed with Pre-Sales, CSM and Delivery
• Provide input for variety of internal executive updates, Monthly Performance Reviews, Business Line Bilaterals, OKRs, etc.
• Regular engagement with CSM and Pre-Sales teams to ensure alignment and calibration of activities across customers

Talent Management and Engagement

• Manage a team of highly engaged, high performing Account Directors / Account Managers - they're success is your success / the region's success / Amadeus' success, and most importantly facilitate the customer's success
• Maintain an autonomous working environment, providing direction and support as needed, to enable direct reports to manage their accounts with minimal direct involvement
• Provide coaching, mentoring, and career advice
• Maintain an environment that encourages and values independence, autonomy, responsibility and accountability
• Provide meaningful and direct feedback on performance, while accepting "failure" as a learning opportunity.

Requirements-Relevant Work Experience

• At least 15 years of relevant experience in the travel technology industry with at least 5 years in customer facing roles with management responsibility
• for > $100M of annual revenue.
• Proven track record of sustained growth in the account(s) under management, and in the growth, development, and advancement of direct reports.
• Thrives in a fast paced and highly dynamic work environment where the customer comes first.

Business understanding

• Ability to understand and extrapolate the impacts of the evolution of the air travel industry on our customer(s) and Amadeus.
• Exceptional strength in analyzing problems from both the customer and Amadeus perspective, and arriving at constructive positive outcomes positioned to meet the needs of both.
• Motivation and ability to champion innovation, organizational evolution, and diversity/inclusion initiatives.

Skills

• ComputingMS Office, SalesForce
• Languages: Fluent in English - required. Business fluency in Spanish is required. Business fluency in French preferred.
• Specific knowledgeDeep understanding of the airline industry, and the ability to identify the trends which may impact our customer(s)
• Ability to motivate direct / cross-functional teams
• Possesses strong conceptual thinking skills
• Possesses strong negotiation and planning skills; clear communication, commercial sense
• Able to manage challenging conversations both internally and with customer(s)
• Strong professional demeanor and presence; comfortable in C-suite customer engagement
• OtherGood understanding of the economics of our business and experience in Sales
• Good understanding of the airline and distribution industry and influencing factors affecting the strategic direction of the various players

Diversity & Inclusion

Amadeus 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.