Airline Solution Consultant page is loaded Airline Solution Consultant Apply locations Dubai II time type Full time posted on Posted Yesterday job requisition id R19504 Job Title
Airline Solution ConsultantPurpose of the role: We are looking for a talented Solution Consultant to join our growing EMEA team. In this role you bridge the gap between our customer needs and solution portfolio. You will work closely with our airline customers across the EMEA, working together with our partners, our regional sales, account teams, customer success managers, product management and R&D to deliver value generating solutions. You will drive and articulate Amadeus solutions through structured engagements such as discovery and scoping exercises, leveraging on broad solution and industry expertise. If you are someone who is passionate about driving customer success, thrives in a fast pace environment, motivated by working with innovative technologies, emerging standards and collaborating with the most dynamic and talented teams in the Industry, this could be an exciting career for you.
The EMEA region in the Travel Unit serves airlines based in the whole of Europe, Middle East and Africa. This represents 80+ Altea Airlines, for a total of ~640 Mio PBs (2019 volumes).
The Pre-Sales team (composed of Solution Consultants and Sales Engineers) plays a key role in customer satisfaction and actively contributes to execute the Amadeus strategy with the customers.
Within this team, the role consists to be an Airline Solution Consultant and collaborate with the colleagues of the Extended Account Team for a group of airlines in the EMEA region.
The Airline Solution Consultant acts as an entry point to identify, understand and prioritize business requirements from airline customers; to assess the opportunities, drive and articulate value generating solutions through structured engagements such as discovery and scoping exercises, leveraging on broad solution and industry expertise.
If you are someone who is passionate about driving customer success, thrives in a fast pace environment, motivated by working with innovative technologies, emerging standards and collaborating with the most dynamic and talented teams in the Industry, this could be an exciting career for you.
Main responsibilities: Understand customer business and solution landscape and Account development Develop a broad understanding of Amadeus offering relevant for the customers within the region of assignment (including services and partners). Closely follow the market trends and competition. Develop relationship with both airline IT and business to understand airline strategy, requirements, challenges and decision processes to propose adapted IT solution - including at management level to reinforce and sustain strategic partnership with customers. Analyze customer products and service landscape. Understand the customer business drivers, strategy, challenges, and decision processes together with the Amadeus strategy and vision to maintain and increase the Amadeus solution footprint. Collaborate with the Extended Account Team to define and execute the Account Development Plans Actively contribute to achieving the Amadeus NPS objective at regional level. Business development and Upsell Support in the promotion and sale of airline IT solutions to existing customers. Identify and generate up-sell opportunities: product and services. Assist the customer in formalizing any business requirement. Conduct discovery workshops with customers. Ensure the customer requirements are understood to design and propose a product/service solution. Lead functional and technical scoping workshops. Coordinate different functional streams on the customer side with Amadeus sales engineers, product management, product definition or R&D teams in order to ensure end-to-end solution consistency and viability. Recommend solutions that optimize value for both the customer and Amadeus. Obtain sizing and timelines. Owner of the Assessment phase. Collaborate with implementation and delivery teams to produce high level plans on migration and implementation activity. Produce and Deliver product & service-related presentations including product demonstrations (supported by Sales Engineers, Product Management when needed), translating software features into benefits for solving customer business problems in order to maximize the customer's perception of solution value. Present unique selling points and value proposition. Work alongside account manager, IT sales and customers to develop use case and value proposition. Support during commercial and contractual discussions for solution-related issues; ensure alignment between the proposed solution with the commercials. Alert of potential risks to deal closure. Ensure effective handover of IT sales projects to project implementation teams. Participate to RFPs/RFIs. Contribute to Amadeus strategy Ensure and facilitate high degree of interaction with Sales Engineers, Product Management and Portfolio. Assist the marketing portfolio, product management and commercial teams in gathering competitive information and in identifying new product and service opportunities. Actively share account information within the Extended Account Team, with the colleagues in the region and with other stakeholders. Identify, share and re-use best practices, experiences, and lessons learnt within Amadeus and notably with colleagues in the EMEA regional organization. Collaborate to knowledge creation, sharing and maintenance with commercial support teams (Portfolio Management, Sales Engineering, Legal, etc.) Candidate Requirements: Masters level university degree, preferably in business administration and/or sales & marketing or computer science. Minimum 8 years of relevant professional experience and at least 3 years in a client facing job role. General knowledge of Amadeus fundamentals: history, business, portfolio, strategy, technology and organization. Functional expertise on Amadeus airline product and service offering: offer, order, payment, loyalty, payment, … or broad knowledge of Amadeus solutions and/or equivalent competitors' products. Very good communication, presentation, consultative selling and relationship building skills . Strong leadership and team player skills Competencies to manage meetings and workshops efficiently. Set of competencies needed for people leading team without direct management responsibility, includes coaching, priority setting, decision making Ability to work in a politically complex environment. Know how to effectively work in a global environment Fluency in English: speaking: ability to express himself/herself very fluently and precisely, able to differentiate finer shades of meaning in more complex situations; writing: produce clear, customer- centered and well-structured text on complex subjects. Other language is a plus. Ability to travel. Diversity & Inclusion We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.
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