Director, Sales

1 month ago

Miami, Florida, United States Amadeus Full time

Job Title

Director, Sales (Americas)

The Director, Sales role is part of the Global Online travel Agencies (OTAs), IT and Distribution Sales (GIS) department within Amadeus Travel Unit. GIS has a presence in all regions (Americas, EMEA and APAC) and so is a key central group that provides pre-sales and sales support to all regions.

As a member of the GIS department and within the Airline IT Sales for Americas team, the candidate will play a critical role in the commercial activities in the region.

Summary of the role:

The candidate will be part of the Airline IT Sales for Americas team and will manage IT sales and renewal opportunities across airlines in the Americas region.

This role acts as a primary point of contact for customers during sales/renewal engagements and is responsible for the end-to-end sales and commercial strategy with the customers.

Internal alignment with key stakeholders will be required, such as Account Management, Business Lines, Revenue operations, and Finance.

In this role you'll:

1) Contribute to sales planning activities

  • Develop the sales and renewal strategy in line with Americas' objectives working in close collaboration with Account Management and Markets teams.
  • Review and contribute to the regional pipeline and prioritization of opportunities in line with the company/Americas' objectives.
  • Review product and solution mix in line with opportunities in the region and recommendations to the organization.

2) Build the sales engagement strategy

  • Qualify opportunities raised by account management in terms of solution fit and revenue potential.
  • Develop and take ownership of the sales strategy, the relationship mapping and the planning for each engagement, with support of account management.

3) Act as bid manager

  • Lead large to extra-large deals. Take full ownership of bid management process from start of the engagement to contract signature.
  • Is responsible for the definition, structuring, and analysis of the commercial framework with the support of the Deal Management team and the involvement, when required, of the Distribution/Market teams to incorporate Distribution commercials as part of the customer offer.
  • Must be able to liaise with all internal stakeholders (including top management), bring leadership and strategic thinking to the bid.

4) Lead contract negotiations

  • Manage the contracting plan and lead the entire negotiation process from drafting to contract signature.
  • Prime entry point for customer negotiation team.
  • Structure the negotiation framework in line with BU objectives and legal criteria.
  • Coordinate internal contract negotiation team.

5) Support Post contract activities

  • Hand over contract to Account Manager and Program Manager.
  • Provide clarifications and support resolutions of commercial issues to the rest of the BU organization.
  • Share objectives of the execution of the Customer implementation in line with business case.

Additional information:

  • Travel: up to 50% required, mostly in the Americas with occasional trips in Europe.
  • This is a leadership role with no direct reports.

Frequent Interactions:

  • Regional Commercial teams (Account Management), Business Lines (primarily Airline IT). Engineering teams, Revenue Operations (Deal Management), Finance.
  • Customers (Airlines) including their Legal Department.

About the ideal candidate:

  • Education: Bachelor's Degree and/or equivalent work experience.
  • Minimum of 7-10+ years of previous work experience in a commercial sales position.
  • Strong negotiation skills required: experience in leading complex negotiations with large customers. Ability to manage difficult discussions. Candidate must be skilled in reaching diplomatic solutions to contentious challenges.
  • Industry knowledge: experience in Airline industry with a focus on technology.
  • Product knowledge: familiarity with Amadeus solutions/offerings is required, but deeper knowledge is an asset. Existing relationships with Amadeus regional and central product teams is an advantage.
  • Good understanding of financial / business case notions to support decisions.
  • Demonstrated ability to develop positive and influential relationships at different levels of the customer organization.
  • Excellent leadership skills, communication skills, organizational skills and integrity with the ability to build professional trust and respect.
  • Ability to work a hybrid model role.
  • Advance skills in Microsoft Office Suite, Salesforce
  • Fluent in English (written and spoken). Spanish preferred but not required.
  • Ability to travel %

What we can offer you:

  • Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.
  • Work from anywhere: onsite or hybrid
  • Professional development to broaden your knowledge and enhance your skills with on-line learning hubs packed with technical and soft skills training that allow you to develop and grow.
  • Enter a diverse and inclusive workplace, join one of the world's top travel technology companies and take on a role that impacts millions of travelers around the globe.

Application process:

The application process takes no longer than 10 minutes

Create your candidate profile, upload your Resume/CV and apply today

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.

Amadeus endeavors to make accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.

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