Senior Principal – Account Management
US
Reports to: VP – Account Management, Americas
Role Purpose
As Senior Principal - Account Management at Accelya, you will personally own and grow a portfolio of assigned airline accounts, driving commercial strategy, senior relationship management, revenue retention and expansion that supports Accelya's growth objectives. This is an individual contributor role, reporting to the VP – Account Management, Americas, with a mandate to lead from the front on your own accounts.
You will build and hold trusted relationships with senior airline stakeholders, including C-suite and board level, and act as a hands-on commercial partner across the customer lifecycle. You will bring strong airline technology market knowledge and the ability to articulate the commercial impact of Modern Airline Retailing (Offer, Order, Settle, Delivery - OOSD) and NDC, using AI-enabled commercial intelligence and data-led account planning to drive results.
Duties & Responsibilities
- Own the account strategy and commercial plan for your portfolio of assigned airline accounts, aligned to the regional Account Management strategy set by the VP 6 Account Management, Americas
- Build and lead commercial engagements within your account portfolio, developing key relationships and executing with strong commercial integrity
- Manage Accelya's most strategic airline customer relationships at C-suite and board level, acting as a trusted long-term partner
- Develop and maintain robust account plans across your portfolio, covering customer priorities, relationship mapping, growth opportunities, renewal strategy and risk mitigation
- Partner closely with the VP 6 Account Management, Americas and cross-functional teams, including Sales, Pre-Sales, Product, Delivery and Customer Success, to deliver joined-up outcomes for your accounts
- Drive AI-enabled commercial excellence within your portfolio, using tools such as Microsoft CoPilot, Claude or equivalent to strengthen account planning, renewal documentation and executive communications
- Maintain a disciplined operating cadence, covering pipeline, forecasting, account health and renewal tracking, reporting regularly to the VP 6 Account Management, Americas
Required Experience & Skills
- 10 612+ years of proven commercial, sales or account management experience selling software or technology solutions to airlines
- Individual contributor track record, with proven ability to personally own, run and grow strategic accounts
- Deep expertise and understanding of airline technology markets and competitive commercial dynamics
- Experience of Modern Airline Retailing (Offer, Order, Settle, Delivery - OOSD)
- Outstanding executive stakeholder management experience, including C-suite and board-level relationships
- Bachelor's degree in Business, Engineering or related experience; MBA preferred
Preferred Experience & Skills
- Deep knowledge of the airline technology competitive landscape and commercial positioning of key players in the airline technology market
- Strong understanding of Modern Airline Retailing principles and NDC (New Distribution Capability), with the ability to articulate their commercial impact to airline stakeholders
- Familiarity with structured selling and account management methodologies such as Miller Heiman Strategic Selling, LAMP or equivalent
- Strategic use of AI-powered commercial intelligence, such as Microsoft Dynamics AI, Claude or equivalent, for account planning, renewal documentation and executive communications, to drive competitive advantage
What do we offer?
- An open culture with a creative and challenging opportunity to satisfy your intellectual needs
- Smart working: a hybrid remote/office working environment
- An excellent, dynamic and multicultural environment to work in
