Amadeus · 11 hours ago
Director, Strategic Sales
Miami, FL
Full-time
Onsite
Director/Executive
15+ years expAmadeus is a global leader in technology solutions for the travel industry, and they are seeking a Director of Strategic Sales. This role involves developing and implementing deal strategies for IT services opportunities within major Airlines, leading contract negotiations, and contributing to regional business development.
Air TransportationHotelInformation TechnologySoftwareTourismTravel
Responsibilities
Contribute to strategic sales planning
Own the sales strategy, relationship mapping, and engagement planning, with support from the Sales & Account Executive team
Create long-term plans that anticipate market trends, customer needs, and competition, ensuring achievable sales growth aligned with Amadeus' expansion goals
Manage policies and tools to monitor content deals and their impact on Amadeus’ vision
Assess opportunities from the Sales & Account team based on alignment with Amadeus’ goals, financial viability, and required resources, using market insights
Collaborate with the Sales & Account team to initiate and lead early-stage discussions with senior customer stakeholders, focusing on understanding their strategic priorities, challenges, and purchasing criteria
Align the customer’s vision of success with the organization’s capabilities and value proposition to shape their expectations and outcomes
Develop a structured, customer-focused (or solution-oriented) deal strategy that encompasses competitive positioning, pricing strategy, stakeholder engagement, and execution planning in detail
Establish the commercial proposal by assessing deal complexity, risk factors, and potential value, determining the optimal approach for pricing, negotiation, and stakeholder engagement
Work closely with sales, finance, legal, and delivery teams to evaluate potential risks, resource requirements, and strategic alignment
Present the commercial proposal to internal and external stakeholders to secure commitment and buy-in
Pursue continuous improvement by analyzing win/loss results and customer feedback to enhance future deal strategies
Support complex / large deals bid management process from start of engagement to contract signature
Oversee the creation of high-quality, compelling bid proposals, including executive summaries, pricing models, and technical solutions
Support the bid plan, timelines, and responsibilities across internal stakeholders
Ensure compliance with client requirements, RFP instructions, and internal governance processes
Present bid strategies and progress updates to senior leadership and decision-makers
Use expertise to co-lead the contract negotiation, managing internal and external stakeholders
Translate high-level sales strategies into actionable plans for complex and / or strategic sales
Align sales execution and negotiation strategy with business objectives, revenue targets, and go-to-market priorities
Monitor market dynamics and adjust execution plans to maintain competitiveness and relevance
Provide strategic oversight and support for high-value or complex deals, including pricing, positioning, and stakeholder alignment
Champion continuous professional development, actively enhancing both hard and soft skills, deepening Amadeus product expertise, and promoting team participation in training initiatives
Ensure all sale documentation is organized, meeting internal and external documentation standards
Assist in preparing and tracking budget
Participate in strategic projects
Qualification
Required
Bachelor's degree or MBA, or equivalent professional experience
Over 15 years of strategic sales experience within the airline industry
Advanced knowledge of airline solutions such as Altea, Nevio, Sky Suite, Kambr, and related platforms
Expertise with Navitaire (New Skies), Outpayce, and Airline Operations Solutions
Proficiency in travel distribution, including content and solution offerings
Demonstrated success in developing sales strategies, managing complex bids, engaging in solution-based selling, and exhibiting strong commercial acumen in deal strategy and contract negotiations
Strong analytical and consulting skills
Willingness and ability to travel (35%)
Benefits
A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.
Company
Amadeus
Amadeus is a transaction processor providing transaction processing power and technology solutions for the travel and tourism industry. It is a sub-organization of Amadeus.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
unknown2010-04-29IPO
2005-07-25Acquired
Leadership Team
Luis Maroto
President & CEO
Rongrong Hu
Global Head and SVP of Corporate Strategy
Recent News
2025-12-19
Company data provided by crunchbase