Director, Strategic Sales

** Job Title
** Director, Strategic Sales The Director, Strategic Sales is a seasoned sales/commercial professional with expertise in developing and implementing deal strategies for complex or early-stage IT services opportunities within major Airlines across the Americas region (United States, Canada, Latin America). This individual possesses advanced negotiation skills in selling services and solutions and has demonstrated the ability to achieve annual contract value (ACV) and revenue targets for intricate sales scenarios, collaborating closely with Sales and Account Executives.

Key responsibilities include leading contract negotiations, aligning proposals with resource capabilities, overseeing the delivery of complex service projects, and coordinating with internal stakeholders to maintain compliance with commercial standards.

Beyond supporting individual deals, the Director, Strategic Sales contributes to regional business development by identifying opportunities in emerging solutions and exploring new customer segments, particularly in areas lacking established ownership. Success in this position is measured by the quality of contributions to strategic revenue growth, effective deal execution, and progress in business development and vertical expansion initiatives. The role requires comprehensive knowledge of Amadeus’ product portfolio, strong commercial insight, and the ability to collaborate effectively within a dynamic, cross-functional environment.
** In This role You'll:
**** Strategic planning & early customer engagement:
*** Contribute to strategic sales planning.
* Own the sales strategy, relationship mapping, and engagement planning, with support from the Sales & Account Executive team.
* Create long-term plans that anticipate market trends, customer needs, and competition, ensuring achievable sales growth aligned with Amadeus' expansion goals.
* Manage policies and tools to monitor content deals and their impact on Amadeus’ vision.
* Assess opportunities from the Sales & Account team based on alignment with Amadeus’ goals, financial viability, and required resources, using market insights.
** Prospect engagement:
*** Collaborate with the Sales & Account team to initiate and lead early-stage discussions with senior customer stakeholders, focusing on understanding their strategic priorities, challenges, and purchasing criteria.
* Align the customer’s vision of success with the organization’s capabilities and value proposition to shape their expectations and outcomes.
** Deal Strategy & Commercial Proposal:
*** Develop a structured, customer-focused (or solution-oriented) deal strategy that encompasses competitive positioning, pricing strategy, stakeholder engagement, and execution planning in detail.
* Establish the commercial proposal by assessing deal complexity, risk factors, and potential value, determining the optimal approach for pricing, negotiation, and stakeholder engagement.
* Work closely with sales, finance, legal, and delivery teams to evaluate potential risks, resource requirements, and strategic alignment.
* Present the commercial proposal to internal and external stakeholders to secure commitment and buy-in.
* Pursue continuous improvement by analyzing win/loss results and customer feedback to enhance future deal strategies.
** Bid management:
*** Support complex / large deals bid management process from start of engagement to contract signature.
* Oversee the creation of high-quality, compelling bid proposals, including executive summaries, pricing models, and technical solutions.
* Support the bid plan, timelines, and responsibilities across internal stakeholders.
* Ensure compliance with client requirements, RFP instructions, and internal governance processes.
* Present bid strategies and progress updates to senior leadership and decision-makers.
** Sales Execution:
*** Use expertise to co-lead the contract negotiation, managing internal and external stakeholders
* Translate high-level sales strategies into actionable plans for complex and / or strategic sales.
* Align sales execution and negotiation strategy with business objectives, revenue targets, and go-to-market priorities.
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