Location: North America, preferably Miami, Dallas, or another major North American city Job ID: R38542
Job family: Account Management
Summary of the role:
We are looking for an experienced and highly motivated sales professional to drive the growth of the Airport Operations (AirOps) portfolio with airlines and seaports across the Americas.
The successful candidate will be responsible for identifying, developing, and closing new business opportunities across our portfolio of passenger solutions, including Seamless Travel, biometrics, self-service bag drop, check-in and passenger processing systems, and consulting services.
This role requires a understanding of passenger and baggage solutions, passenger experience, understanding of Airport technology ecosystem, the ability to develop relationships with senior airline and seaports stakeholders, and experience managing complex, solution-based sales opportunities involving multiple internal and external stakeholders.
The ideal candidate combines a strong commercial mindset with a consultative approach, understands airline operations and passenger processing, and can translate customer challenges into compelling business and technology solutions.
In this role you'll:
Common Accountabilities:
Accountable for developing and executing the commercial strategy for assigned airline accounts and market segments across the Americas.
Develop a mid- and long-term view of the passenger processing market, identifying trends, customer priorities and opportunities that can accelerate AirOps growth.
Operate with a high level of autonomy, managing complex sales opportunities and engaging internal leadership when required.
Build and maintain a strong pipeline, with clear account strategies and actionable plans for priority airlines and opportunities.
Develop strong relationships with senior customer stakeholders, positioning AirOps as a strategic partner rather than solely a technology provider.
Coordinate across Sales, Product, Solution Engineering, Consulting, Delivery, Operations, Legal, Finance and other teams to develop competitive and commercially sound customer propositions.
Contribute market and customer insights to the evolution of the AirOps commercial and product strategy for the Americas.
Maintain strong commercial discipline across pipeline management, forecasting, opportunity qualification and deal execution.
Specific Accountabilities:
Business Development & Sales:
Identify and develop new business opportunities with airlines and seaports in the Americas.
Develop strategic account and business plans for priority airline customers and prospects.
Own opportunities throughout the sales lifecycle, from initial identification and qualification through solution development, proposal, negotiation and contract signature.
Develop and position solutions across the AirOps portfolio, including: Seamless passenger journeys Biometrics and identity solutions Self-service bag drop Check-in and passenger-processing solutions Airport and airline operational solutions Consulting and professional services
Lead responses to RFPs, RFIs and other formal customer procurement processes.
Develop compelling commercial and business cases demonstrating measurable customer value, operational efficiency and passenger-experience improvements.
Identify opportunities to expand existing customer relationships through additional solutions, services and capabilities.
Customer & Market Development:
Build trusted relationships with airline executives and key stakeholders across Airport Operations, Customer Experience, Digital, IT, Innovation and Procurement.
Develop a deep understanding of each customer's strategy, operational challenges, investment priorities and technology environment.
Monitor customer satisfaction and identify opportunities to improve customer operations and strengthen the overall partnership.
Represent AirOps at relevant customer meetings, industry events, conferences and commercial engagements.
Maintain awareness of competitive developments and emerging trends across airline operations, biometrics, automation and passenger processing.
Internal Leadership & Collaboration:
Act as the commercial focal point for airline opportunities, coordinating the different internal teams required to develop and deliver a successful proposition.
Work closely with Product and Solution teams to ensure customer requirements and market needs are understood and reflected in proposed solutions.
Provide clear internal visibility on opportunity status, customer requirements, competitive positioning, commercial risks and required executive support.
Ensure smooth transition from sales to implementation and delivery teams following contract signature.
Support the broader AirOps Americas strategy by sharing airline market intelligence, customer insights and competitive information.
About the ideal candidate:
Required:
10+ years of professional experience, preferably including significant experience in complex B2B technology, airline, airport, aviation, travel technology or transportation-related sales.
Demonstrated experience developing and closing complex enterprise or technology solution sales.
Strong business development, negotiation and relationship-management capabilities.
Experience working with senior customer stakeholders and executive decision-makers.
Ability to navigate complex organizations and coordinate large, cross-functional sales processes.
Strong commercial acumen and ability to build customer value propositions and business cases.
Excellent communication, presentation and negotiation skills.
Fluent English.
Ability and willingness to travel throughout the Americas according to customer and business requirements.
Desirable:
Previous experience working directly with IT solutions at airlines, airports, seaports, or passenger-processing technology.
Knowledge of areas such as passenger processing, check-in, bag drop, common use, biometrics, digital identity or seamless travel.
Existing network of relationships within airlines in the Americas.
Experience selling solutions across multiple countries and cultures within the Americas.
Experience with consultative or value-based selling of integrated software, hardware and professional services.
Skills:
Commercially driven: motivated by building pipeline, developing new markets and winning strategic business.
Consultative: able to understand airline operational challenges before positioning technology.
Customer-centric: capable of building credibility and long-term relationships at both operational and executive levels.
Strategic: able to look beyond an individual opportunity and develop a broader account and market strategy.
Technology-oriented: comfortable discussing operational processes, digital transformation and complex technology environments.
Collaborative: effective at mobilizing Product, Delivery, Consulting, Legal, Finance and other teams around customer opportunities.
International: comfortable operating across the diverse business environments and cultures of the Americas.
Entrepreneurial: able to identify opportunities, create momentum and independently drive opportunities forward.
What we can offer you:
Get rewarded with competitive remuneration, individual and company annual bonus, vacation and holiday paid time off, health insurances and other competitive benefits.
Work from anywhere: onsite, hybrid or fully remote.
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.
