Senior Vice President, Commercial AirOPS Americas

Job Title

Senior Vice President, Commercial AirOPS Americas

Purpose of the role:

Airport & Airline Operations is the BU in offering a comprehensive solution for airports, airlines and ground handlers; this includes a suite for airline operations, airport management, passenger processing and ground handling solutions, enabling 1A customers to offer a differentiated passenger experience to their customers, simplify and automate their operations, maximize efficiency and minimize revenue leakage. Our portfolio also addresses the travel industry’s challenge and focuses on sustainability (e.g fuel consumption solutions). Airport Operations is a strategic business opportunity for Amadeus and a key area of growth: airports are transforming to offer better end-to-end experiences, with self-service/automation capabilities, touchless interaction and biometrically enabled touchpoints, and Amadeus is uniquely positioned to support this transformation.  The Airline Operations portfolio is focused on solutions to automate key airport processes, from passenger check-in to departure by optimizing every revenue opportunity right up to departure.

Airport & Airline Operations is a global organization, with around 1950 employees distributed across the world, covering all functions from commercial and strategy to delivery and operations, including solutions, R&D and implementation. The current Airport & Airline Operations organization is the result of organic and inorganic growth (3 M&A), including the latest Vision-Box. VB Vision-Box™ is a leading partner of the airports, airlines, governments and private entities supporting them optimizing the identification and flow of travelers, establishing trusted biometric identity enrollment, verification and authentication processes.

The Senior Vice President of AOP Americas Commercial organization leads and motivates a team of 30 Account Managers, Customer Success Managers and Presales consultants focused on offering AOP solutions to 1A customers. The person in this role will define and drive the commercial strategy for AOP in Americas region and will  identify and prioritize business opportunities. This role will also establish and nurture strategic partnerships both within Amadeus and the customer's organization, advocate for customers within Amadeus as well as represent Amadeus within the customer organization. and achieve business targets, Amadeus objectives and expand market scope.

In role you’ll:

Vision & Strategy:

• Define and execute the Airport & Airline Operations and Vision-Box strategy in Americas region

• Define, position, own, continuously improve and communicate the key account/regional strategy and vision to Account Managers, Customer Success Managers, Presales Teams, Extended Account Teams, Top Management and the Account Management community in Americas region  

• Ensure alignment of customer needs with all BUs objectives and approve acquisition, development and retention strategic plans  

• Drive elaboration and communication of Account Development Plans and ensure update, delivery and implementation to meet agreed timing and standards

Lead Presales activities:    

• Conduct discovery workshops with customers and/or prospects.

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

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

• 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 - Leverage deep product knowledge to drive customization and integration of new applications

• Work alongside account management, sales and key stakeholders to develop and present customer proposals (RFP/RFI engagements and unsolicited proposals)

Lead Account Management activities:  

• Develop a strong rapport with primary customer point of contacts and develop network of relationships across the customer organization

• Initiate acquisition/upsell/cross-sell opportunities by uncovering customer challenges / needs and articulating the value proposition to the customer

• Identify & develop new business opportunities while maintaining or increasing revenue and profitability

• Qualify leads with support and insights of the account team (pre-sales, CSM)