If you could change one thing about travel, what would it be? At Amadeus, you can make that happen!
Travel makes the world a better place and we are fully dedicated to improving it and making it even more rewarding. We are one of the world’s top 15 software companies : we provide technology solutions and services within the travel industry.
Do you have ideas on how to improve travel for everyone? Do you find the idea of working in a diverse, multicultural environment exciting?
Are you ready to make an impact across the world? Great, then join us! Let’s shape the future of travel together. #shapethefutureoftravel Amadeus
The travel market is at a verge of a tremendous change that is both enabled & forced by the digitalization. The digital transformation of the airlines is a very complex task and is going to change fundamentally the way airlines operates.
As such it is rather a revolution that impact all the aspects of the customer, including reviewing operating model, process re-
engineering, cultural changes and technology.
As such Amadeus has entered into a strategic Alliance with a key partner to complement our capabilities and to have a joint go to market with end to end solutions initially to airlines customers, and later to the travel and transportation marketplace generally.
Within this partnership, Amadeus will be in a unique position to be able to shape the digital agenda of our airlines customer and accompany them along their full journey of digital transformation.
Purpose of the role
Act as the regional lead of the Alliance
Act as the regional lead for Digital and Services practice
To be instrumental and contribute to the overall execution of Amadeus digital transformation offering into the region
Together with the regional account and solutions team, develop and implement Go-to-Market strategies for the region that will drive the Services and Alliance Sales Pipeline and revenue growth
Apply expertise in management consulting to help contribute to a growing digital strategy practice in the region.
Successfully promote and grow the awareness of the Alliance and its value proposition in the region
Be the entry point in the Alliance team for the region and the Alliance partner
Contribute to the definition and identification of sales targets in the region
Regional Digital and Services Strategy
Develop the regional digital and services go-to-market for the region in line with the global go-to-market
Adapt, evolve and monitor the Alliance engagement framework to the region to develop appropriate governance structure to manage Alliance opportunities jointly
Communicate market and customer insights from the region to the rest of the Alliance team and drive to the Alliance global go-to-market definition
Regional Operational Management
Coordinate the execution of regional Alliance activities from an Amadeus point of view in strong alignment with the counterpart
Liaise and coordinate with regional organization to enable the execution of the Amadeus services strategy in the region
Coordinate with local counterpart so that responses to end customers are consistently clear, from the same source, and strive to improve customer satisfaction
Monitor quality of collaboration solution delivery to customer, escalate delivery issues, request improvements if needed
Regional commercial execution and business development :
Identify business opportunities within Services and within the Alliance in close cooperation with Airline regional organizations and top level executives
Develop a pipeline of prospects and manage that pipeline proactively
Proactively target and engage with potential customers in coordination with the sales organization.
Support the sales to ensure business opportunities are successfully addressed, won and implemented.
Balance Alliance solution and value proposition knowledge with a deep understanding of prospects commercial requirements and how to create a business impact
Implement best practices and maximize revenue potential for Amadeus and customer satisfaction for projects under the Alliance umbrella
Support the launch of Alliance offering when ready
Be the global alliance entry point for the regional Amadeus Alliance commercial reps and partner teams
Act as escalation point for commercial issues related to Alliance opportunities
Regional promotion and awareness of Alliance and its value proposition :
Support business development and marketing efforts to build and promote the digital business practice domain.
Promote and create awareness of Alliance offering and value proposition across the regional Amadeus Airline organization and among customers
Align with the rest of the Alliance team for marketing activities
Contribute to the definition and identification of sales targets in the region
Participate in the preparation of the long term plan and budget
Monitor performance in the region and take corrective actions
Deliver digital consulting mission with airlines customers with the final goal of positioning Amadeus solutions
Leverage consulting, digital and industry expertise or lessons learned
Provide input into client deliverables and engagements and apply quantitative analytical approaches focused on digital strategy and service delivery that can be used to solve core business challenges.
Work with regional client teams to identify technical dependencies, challenges, and solutions and translate user-centered insights into solutions to improve travellers experience.
Perform related activities to elicit, analyze, and document business system requirements and support client teams in the communication of complex topics and processes.
Develop, present, and impact high-visibility recommendations to the airlines executive and communicate the key business problem, recommendations,
Leads workstreams and / or contributes to quality client project deliverables such as digital strategy, maturity assessments, industry analyses, e-
commerce plans, digital experience development efforts, and digital transformation programs
Help develop consulting methods and tools
Support internal initiatives aimed at building Amadeus’s consulting capabilities and overall business.
Participate and lead aspects of the proposal development process, contribute to the development of proposal digital strategies
Manage client relationships from initial contact and through scoping, analysis, diagnostic, recommendation, implementation and closing phases.
Formulate the problem through exploratory interviews and ensure sponsor engagement
Monitor business impact of implemented actions on business performance and efficiency and identify additional improvement opportunities.
Hire, manage and motivate team members.
Lead, support and promote talent development
Provide leadership and direction to cross functional teams supporting Alliance collaboration projects
Follow latest trends and developments in marketplace generally and adapt these in own job / organization
Management responsibility for resources budget and planning for Alliance opportunities, and team / department
12-15 years experience in the airline Industry, IT, Digital or Consulting company. Minimum of 8 years in a customer facing environment (such as Sales, business development or project management) with management responsibility in terms of staff and business ownership in the multi-million euros range.
Masters level degree. MBA would be an asset.
Excellent understanding of the economics of IT businesses and experience in digital direct sales or IT sales highly desirable.
Demonstrated ability to influence the organisation and to work in a politically complex and matrix environment.
People management experience with demonstrated ability to coach, mentor and develop people.
Excellent and proven sales skills
Very good financial and analytical understanding
Demonstrated customer orientation and business development expertise
Excellent negotiation and presentation skills
Influencing skills and conflict management
English : Fluency in speaking and writing required
Other regional languages (German, French, Russian, Italian) a plus
What we offer :
Working in a global tech company with 15,000 professionals in more than 195 countries.
Being part of a dynamic team, highly motivated with a great sense of improvement
Competitive compensation and great benefit package
The position for Regional Head of Services Business Development & Alliances Central & Eastern Europe is located in Bad Homburg, Germany directly reporting to the Managing Director Airlines Central & Eastern Europe.
It is a full time position to be filled asap.
Please apply till June 30th 2018.
We are looking forward to your application!
Our diversity commitment : equality, diversity and inclusion are part of who we are. We’re committed to equal opportunities and treatment regardless of age, ethnicity, gender, beliefs, sexual orientation or disability.
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