Principal Account Manager, Airline Travel Solutions

Sabre is a technology company that powers the global travel industry. By leveraging next-generation technology, we create global technology solutions that take on the biggest opportunities and solve the most complex challenges in travel.

Positioned at the center of the travel, we shape the future by offering innovative advancements that pave the way for a more connected and seamless ecosystem as we power mobile apps, online travel sites, airline and hotel reservation networks, travel agent terminals, and scores of other solutions.

Simply put, we connect people with moments that matter.

About the team:

With the richest portfolio in aviation, Sabre can help airlines to find the right solutions to the challenges that span across their businesses. From retailing and distribution to fulfillment and analytics, our Sabre Travel Solutions team helps airline business adapt to traveler needs and ultimately, grow. Our solutions help to drive traveler-centric experiences, support intelligent, optimized offers and more efficient servicing, helping airlines to maximize their revenue and operate with more agility.

What you’ll be doing?

We are looking for a driven Principal Account Manager for our airline travel solutions. You will lead the pipeline growth and business development activities for focus airline accounts for the Sabre Travel Solutions in the region. You will own a portfolio of airline accounts and will be responsible for driving new sales opportunities and developing a strong pipeline from these select accounts.

This will include expanding account relationships via short and long-term strategy and execute on a roadmap focused sales plan to ensure timely renewals, customer retention strategy and identify new opportunities. You will be expected to work across teams to meet customer and Sabre expectations.

You will be interacting with key client stakeholders and be able to strike a balance between client expectations and Sabre Travel Solutions’ strategic objectives. You are will being taking ownership of all activities around accounts and is expected to be well versed in all commercial terms, maintenance and support needs, project delivery activities, timelines, and project scope.

Other key responsibilities:

• Understand clients' business and market challenges and be able to articulate Sabre Travel Solutions capabilities to address such challenges.
• Establish strong working relationships with key stakeholders specifically C-Level suite, both at client and within Sabre to drive and facilitate meaningful conversations.
• Be a voice of the customer within Sabre, championing their cause for the mutual benefit of customers long term strategy and Sabre’s strategic ambitions.
• Drive Deal approval process internally to secure alignment on deal proposals, sales support and manage sales pursuits as needed.
• Establish regular business review sessions articulating the state of the account, strategic objectives, project progress and other key client performance metrics.
• Collaborate in multi-cultural globally spread delivery, support, finance, legal and other teams of Sabre to meet business objectives.
• Facilitate client participation in Sabre Holdings’ conferences to highlight future product strategies, roadmaps and or direction.
• Drive customer satisfaction and loyalty.

Other Responsibilities

• Solicit input from other stakeholder organizations when needed in the creation or ongoing management of the Sales Plan.
• Own client requests regarding change management and ensure applicable documentation, templates, processes and timelines are adhered to (Change Requests (CR’s), Work Orders (WO’s) Request For Information (RFI’s) and Request for Proposal (RFP’s).
• Ensure signed contracts are shared with key stakeholders to ensure timely billing, or for reporting activities.
• Register new sales opportunities (pipeline) electronically in Sales Force and ensure it is included in management reporting or sales forecasting activities.
• Maintain appropriate levels of involvement with client issues requiring resolution, including invoices, accounts receivables, service incidents.
• Participate and continue activities (sales enablement training and/or solution overviews) to enhance product knowledge and understand solution roadmap/s.

Qualifications and Education Requirements:

• Bachelor Degree and/or MBA or equivalent.
• 10+ years proven account management and sales generation skills required to create, maintain and enhance client relationships.
• Experience in the airline, travel, or technology industries with a proven track record in building profitable businesses.
• Understanding of the role of technology and digital transformations in solving airlines business problems.
• Strategic thinker, with credible track record operating in a highly matrixed environment, focusing on continuous process improvement, revenue growth and profitability.
• Strong analytical skills and problem-solving ability, with attention to details.
• Motivated, goal oriented, persistent and a skilled negotiator
• High level of initiative and can work well in a team environment
• Excellent written and oral communication skills in English and local/national language.

Travel Required:

Yes – circa 25% of the time