Manager, Sales and Account Management – Airports and Borders

📋 Description

• Drive the expansion of Amadeus’ Seamless Travel, Airport Operations, and Border Control portfolio throughout North America.

• Formulate the regional commercial strategy, promote multi‑year pipeline development, and secure significant opportunities with airports, government entities, and border authorities.

• Offer expert advice, foster innovation, and formally mentor and elevate less experienced sales professionals.

• Maintain an extensive understanding of the North American travel landscape, regulatory framework, and competitive landscape; leverage these insights to boost sales growth, suggest best practices, and shape regional strategy.

• Convert strategy into actionable plans, establish and track targets, and guarantee disciplined execution throughout prospecting, qualification, and closing processes.

• Work independently under management guidance; coordinate cross‑functional pursuit teams (solutions, presales, delivery, legal, finance, marketing, public affairs) and serve as a quality and best-practice resource.

• Co-manage the long-term commercial strategy for key accounts, including sales projections and prioritization driven by customer and partner feedback.

• Identify, assess, and cultivate new opportunities with senior and C-suite decision makers across airports, border agencies, DHS/CBP affiliates, airport authorities, and major airlines.

• Lead discovery sessions to define customer business outcomes; align Amadeus offerings 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 deliver measurable value.

• Develop persuasive business cases (TCO/ROI) and executive narratives that resonate with operational, financial, and security stakeholders.

• Manage RFP/RFI qualification, bid strategy, winning themes, compliance matrices, and executive reviews; ensure effective governance through decision gates.

• Lead commercial negotiations to successful closure, including pricing strategies, terms, risk management, and partnerships/consortia where applicable.

⛳️ Requirements

• Bachelor's Degree and/or equivalent professional experience.

• Over 10 years in enterprise or government technology sales with a proven track record of selling to airports, aviation authorities, and/or border/security agencies in North America.

• Proven leadership in managing complex, multi‑stakeholder, multi‑year pursuits (>$5–10M TCV), including public sector RFP/RFI processes and compliance.

• Strong knowledge of airport operations systems (AODB, RMS, resource allocation, APOC), passenger processing (CUPPS/CUTE/CUSS, biometrics), or border control (EES/ETIAS equivalents, API/PNR, identity management).

• Executive presence with the capability to engage C-suite and senior government decision makers; exceptional communication, negotiation, and storytelling abilities.

• Experience working collaboratively across matrixed global organizations and with partner ecosystems.

• Willingness to travel: North America–based, with regular travel to customers, partners, and industry events across the US and Canada.

🏝️ Benefits

• A vital mission and purpose - At Amadeus, you will be at the forefront of shaping the future of travel while pursuing a significant mission and remarkable purpose.

• A genuinely global ethos - Everything at Amadeus is international, from our workforce to our business operations, reflecting in our footprint, processes, and culture.

• Excellent opportunities for growth - Learning occurs continuously and in various formats at Amadeus, through on-the-job training, formal educational initiatives, and everyday engagement with colleagues.

• A supportive atmosphere - Amadeus promotes a nurturing environment that balances career fulfillment with personal and family life. We care for our employees and aim to provide a supportive workplace.

• A comprehensive rewards package - Amadeus offers competitive remuneration packages that encompass all key components of a robust reward offer, including salary, bonuses, equity, and benefits.

• A flexible working arrangement - We encourage our employees to perform their best work, wherever and however is most effective for them.

• A diverse and inclusive community - We are dedicated to harnessing our uniquely diverse workforce to foster innovation, creativity, and collaboration throughout our organization.

• A trustworthy company - Trust and reliability are core values that guide our actions and build enduring relationships with our customers, partners, and employees.