Sales & Account Executive

** Job Title
** Sales & Account Executive Amadeus provides technology to connect 50k+ travel agencies globally to thousands of travel suppliers so they can shop, book, and service the travel reservations of millions of travelers every year.

Reporting to the VP of Global OTA Sales & Account Management, the Sales & Account Executive is responsible for the overall commercial and contractual relationship with a global Online Travel Agency (OTA). This person will act as the primary point of contact for managing the account and must coordinate closely the activities of the commercial and support teams.  The responsibilities include defining and implementing a business development and growth strategy for the assigned account, identifying and prioritizing business opportunities and facilitating sales.

and developing retention plans.

This role will interact with the customer's executive leadership and management team, product, marketing, revenue management, and delivery teams. This role requires a proven track record in managing key customer accounts and delivering results. Operating independently with high accountability, you are able to build trusted relationships with C-level executives to influence strategic decisions and long-term partnerships to Amadeus' advantage.

Success in this role is measured in terms of Annual Contract Value (ACV).
** In this role you´re main responsibilities are:
**** Strategic Sales Planning
*** Identify and qualify new business opportunities aligned with customer needs and strategic goals that bring Annual Contract Value (ACV)
* Build Account Development Plan (ADP) that aligns with Customer Success Plan (CSP) to drive the overall business
* Assign sales targets and set strategic objectives
* Coordinate with all stakeholders in the Customer Lifecycle (Pre-Sales, Customer Success Managers, Product Managers, etc) to create unique solutions and product packages
* Assist the services organization with scoping of opportunities
* Represent customer’s business, strategy, and stakeholders
* Set our short-, mid- and long-term objectives for the relationship with the customer across engagement, commercial, solution, adoption, marketing, etc.
** Sales Motion
*** Initiate acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the Amadeus value proposition to the customer
* Qualify leads with support and insights of the other members of the commercial team (pre-sales, customer success management)
* Drive and schedule all pre-sales engagement (discovery workshops, proofs of concept, product demos).
* Prepare, present, negotiate and secure detailed commercial proposals tailored to customer requirements
* Trigger the deal management process (including business case) and provide commercial input
* Lead contract negotiations
* Maintain engagement with customer and internal teams post sale
** Customer Relationship Management
*** Lead the company’s efforts to maintain and expand relationships with key decision makers in the assigned account
* Develop strong rapport with primary customer points of contact and develop an extensive network of relationships across customer organization (up, down and laterally)
* Orchestrate engagement governance and relationship mapping between customer and Amadeus
* Hold regular business reviews with customers to review performance, share company updates, market insights, and align priorities and plans in coordination with customer success management for the customer success plan
* Identify and facilitate executive meetings, workshops, and joint marketing engagements with customer
** Reporting and communication
*** Provide group account performance and opportunity analysis to client’s key decision makers frequently
* Actively partner with customer success management to drive adoption
* Actively share account information with the other stakeholders in delivery, product, pre-sales, and customer success teams
* Organize regular account team meetings to review account progress, share insights, activities and align on priorities
* Drive the opportunity cycle in Salesforce (create/ update/close) and ensure accuracy of customer data
* Escalate…