Director, Solution Consulting, Airline IT

Job Title

Director, Solution Consulting, Airline IT

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 commercial aviation, through our Altea suite of airline solution, we power the day-to-day operations of airlines around the world with our reservation, inventory, departure control solutions along with many critical upstream and downstream systems. And with our Nevio portfolio, Amadeus is at the forefront of delivering a new retailing experience centered on Offer, Order, Settlement and Delivery transformation with innovations that will unlock new revenue opportunities and deliver travelers a differentiated and more personalized travel experience.    

Summary of the Role:

We are looking for a talented leader to inspire our Solution Consulting team to new heights.  This role will lead a team responsible for providing functional and technical Pre-Sales support to airlines across the Americas, working in close collaboration with the extended account team and key organizational stakeholders.  This leader will provide direction to staff and through other Managers and will be required to navigate organizational complexity, developing plans and delivering results in fast-changing businesses and complex environments.  The role will be responsible for the implementation of the unit strategy, in line with Amadeus corporate strategy, across Pre-Sales subgroup and to contribute to the growth and diversification of Pre-Sales.

This leader will have a deep understanding of the airline industry and business and will provide input to functional or departmental strategy and assists the head of the unit in the definition of the budget and priorities for the subgroup.​  The role will be accountable to cultivate direct C-Level customer relationships with top customers and prospects while applying proven team and customer development methodologies, frameworks and best practices towards securing industry-leading results in customer success.

In This Role You’ll:

Request For Proposal:

• Lead the activity and group responsible for RFI/RFP responses

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

• Identify & secure resource requirements from relevant groups (PMs/Dev/ADP) and coordinate all components/inputs to the answer.

• 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.

Discovery:

• Lead the activity and group responsible for customer 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 the activity and group responsible for scope definition and approval process:

• 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 th