Pre Sales Consultant, Airlines

Job Title

Pre Sales Consultant, Airlines

Summary of the role :

BUSINESS ENVIRONMENT

Powering great journeys through technology is the heart of what we do at Amadeus. We are the leading provider of mission critical enterprise solutions for airlines worldwide.

As the premier travel technology company in global aviation markets, through our Altea suite of airline technology portfolio, we provide leading solutions powering airlines reservation, inventory, departure control along with many upstream and downstream systems.

With a focus on innovation, Amadeus is at the forefront of delivering transformation towards a traveler centric experience which will enable our customers to further deliver differentiation, personalization and convenience for travelers across the market.

THE ROLE

We are looking for talented Solution Consultants to join our growing Americas team. In this role you bridge the gap between our customer needs and solution portfolio.

You will work closely with our airline customers across the Americas, working together with our partners, our regional sales, account teams, customer success managers, product management and R&D to deliver value generating solutions.

You will drive and articulate Amadeus solutions through structured engagements such as discovery and scoping exercises, leveraging on broad solution and industry expertise.

If you are someone who is passionate about driving customer success, thrives in a fast pace environment, motivated by working with innovative technologies, emerging standards and collaborating with the most dynamic and talented teams in the Industry, this could be an exciting career for you.

Your main responsibilities in this role will be :

Discovery

Conduct discovery workshops with customers or prospects.

Develop relationship across customer's organization necessary to understand business strategy, requirements, challenges, and decision processes to propose adapted IT solutions.

Develop existing relationships with both IT and business executives at the appropriate functional level

including VP / C-level to reinforce and sustain strategic partnership with customers.

Attend steering committee and regular meetings with customer.

Deliver product-related presentations including product demonstrations, supported by sales engineer, product management when needed.

Broadly understand the market segment in which customer operates.

Research potential customers’ business case, initiative and engagement.

Understand the Amadeus strategy and vision and apply it to solution management.

Analyze customer products and service requirements, propose improvements, and develop and monitor plans.

Assist the customer in formalizing any functional requirements, initiate the change proposal process and ensure the customer requirements are understood, obtain sizing in due time, and build commercial proposal.

Develop deep competitive insights

Scoping

Lead functional and technical scoping workshops in identifying and referencing all gaps and interfaces to be developed.

Interact between internal Amadeus stakeholders and customer senior management as required.

Proactively scope the technical solution, leveraging Amadeus' products, services and third-party partners required to address customer requirements.

Coordinate different functional streams on the customer side with sales engineers, Amadeus product management, product definition or R&D teams in order to ensure end-to-end solution consistency and viability.

Minimize functional and technical gaps throughout the sales engagement.

Recommend solutions that optimize value for both the customer and Amadeus.

Coordinate the approval process ensuring sign-off of customer and Amadeus internal stakeholder groups.

Demo delivery

Produce and deliver solution-related presentations including product demonstrations, translating software features into benefits for solving customer business problems in order to maximize the customer's perception of solution value.

Present unique selling points and value proposition.

Collaborate with implementation and delivery teams to produce high level plans on migration and implementation activity.

Create and validate proof of concepts with customer and prospects.

Proposal preparation & positioning

Work alongside account manager, IT sales and customer to develop use case and value proposition.

RFP / RFI engagements and unsolicited proposals :

Set up high-level project timelines for the RFP answer.

Identify & secure resource requirements from relevant groups (legal, product management, R&D and other stakeholders) and coordinate all components / inputs to the response.

Produce solution-related documentation for IT customer proposals.

Engagement planning, monitoring and reporting :

Plan and manage all solution-oriented activities of IT bid projects including additional services.

Ensure effective handover of IT sales projects to project implementation teams.

Sales support during commercial and contractual discussions

Ensure alignment between the proposed solution with the commercials.

Support sales in contract negotiations for solution-related issues and review solution-related contract schedules.

Internal communication & alignment

Present and align solution design addressing customer needs with key stakeholders which could include account management, sales engineers, customer success, delivery, implementation, product management and R&D.

Collaborate with account management team to ensure additional business development opportunities are documented and prioritized.

Alert account manager of potential risks to deal closure.

About the ideal candidate :

Education : University degree, MBA and or equivalent work experience.

Work experience : Minimum of 10 years of previous experience in either Sales Engineering, Technical Consulting, or IT Sales with preference in the travel industry.

Understanding of Amadeus Altéa product suite

Commercial experience required

Previous experience in airlines required.

Strong presentation, consultative selling and relationship building skills

Fluent written and verbal communications in English (other languages such as Spanish, French and Portuguese are a plus)

Ability to travel

What we can offer you :

Vacation and holiday paid time off, health insurance and other competitive benefits.

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.