Manager, Sales and Account Management - Airports and Borders

This role will promote growth of Amadeus’ Seamless Travel, Airport Operations, and Border Control portfolio across North America. The Manager, Sales and Account Management, Airports and Borders Solutions role combines market strategy, C‑suite relationship development, complex deal leadership, and thought leadership. You will shape the regional commercial strategy, drive multi‑year pipeline creation, and close high‑impact opportunities with airports, government agencies, and border authorities.

In This Role You'll: 

• Expertise & Enablement: Bring specialized depth and breadth across airport operations, passenger processing, border management, and government procurement. Provide expert guidance, promotes innovation, and formally coaches and uplifts less experienced sales professionals.

• Strategic Influence: Maintain a broad understanding of the North American travel ecosystem, regulatory environment, and competitive dynamics; uses these insights to generate sales growth, recommend best practices, and influence regional strategy.

• Operational Leadership: Translate strategy into concrete action plans, sets and monitors targets, and ensures disciplined execution across prospecting, qualification, and closing.

• Autonomy & Coordination: Operate independently within management direction; coordinates cross‑functional pursuit teams (solutions, presales, delivery, legal, finance, marketing, public affairs) and acts as a quality and best‑practice resource.

Specific Accountabilities

Commercial Planning & Portfolio Evolution

• Co‑own the long‑term commercial plan for key accounts, including sales forecasts, and prioritization informed by customer and partner feedback. Build and maintain a +3× pipeline coverage aligned to regional revenue objectives and strategic accounts.

Market Development & Executive Engagement 

• Identify, qualify, and develop net‑new opportunities with senior and C‑suite decision makers across airports, border agencies, DHS/CBP counterparts, airport authorities, and leading airlines. Position Amadeus as a trusted partner for seamless, secure, and efficient passenger journeys—from curb to gate to border.

Solution Shaping & Value Articulation 

• Lead discovery to define customer business outcomes; align Amadeus capabilities in Seamless Travel (CUPPS/CUTE/CUSS, biometrics, orchestration), Airport Operations (AODB, RMS, APOC, turnaround/flow), and Border Control (entry/exit, API/PNR, risk‑based screening) to measurable value. Craft compelling business cases (TCO/ROI) and executive narratives that resonate with operational, financial, and security stakeholders.

Complex Pursuit & Deal Leadership

• Orchestrate RFP/RFI qualification, bid strategy, win themes, compliance matrices, and executive reviews; drive crisp governance through gate decisions. Lead commercial negotiations to closure, including pricing strategy, terms, risk mitigation, and partnerships/consortia when applicable.

Key Relationships

• Senior executives at airport authorities, border and security agencies, and government departments.

• Internal interfacing: Solution Consulting/Presales, Product, Delivery, Legal, Finance, Marketing, Government Affairs/Public Policy, Security & Compliance.

Success Metrics (KPIs) - metrics may include:

• New bookings & revenue attainment vs. annual targets.

• Pipeline health (coverage, age, stage velocity, forecast accuracy).

• Win rate in targeted segments and competitive displacement performance.

• Executive relationship strength (measured by access, influence, and multi‑threading).

• Quality of pursuits (bid/no‑bid discipline, compliance, pricing strategy, deal margin).

• Contribution to product/portfolio strategy via actionable market feedback.

About the ideal Candidate:

• Education: Bachelor's Degree and/or equivalent work experience

• 10+ years in enterprise or government technology sales with proven success selling to airports, aviation authorities, and/or border/security agencies, in North America.

• Demonstrated leadership of complex, multi‑stakeholder, multi‑year pursuits (>$5–10M TCV), including public sector RFP/RFI processes and compliance.

• Strong understanding of airport operations systems (AODB, RMS, resource allocation, APOC), passenger processing (CUPPS/CUTE/CUSS, biometrics), or border control (EES/ETIAS analogs, API/PNR, identity management).

• Executive presence with the ability to engage C‑suite and senior government decision makers; excellent communication, negotiation, and storytelling skills.

• Experience collaborating across matrixed global organizations and with partner ecosystems.

• Bachelor’s degree required; advanced degree (MBA/MPA) or relevant certifications a plus.

• Ability to travel: North America–based, with regular travel to customers, partners, and industry events across the US and Canada.

Competencies

• Strategic & commercial acumen: Account prioritization, territory design, and portfolio positioning.

• Deal orchestration: Governance, risk management, pricing, and negotiation.

• Influence without authority: Ability to mobilize cross‑functional and partner teams.

• Customer‑centricity: Outcome‑based selling and value realization.

• Integrity & compliance: Adherence to public procurement, data protection, and security standards.

Working at Amadeus, you will find:

🎯 A critical mission and purpose- At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.🌎 A truly global DNA - Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.🎓 Great opportunities to learn- Learning happens all the time and in many ways at Amadeus, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.🤗 A caring environment- Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life. We care about our employees and strive to provide a supportive work environment.💰 A complete rewards offer- Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.🌟 A flexible working model- We want our employees to do their best work, wherever and however it works best for them.🌈 A diverse and inclusive community- We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization.📈 A Reliable Company- Trust and reliability are fundamental values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.

Diversity & Inclusion

Amadeus is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or a related medical condition), ancestry, national origin, age, genetic information, military or veterans status, sexual orientation, gender expression, perception, or identity, marital status, mental or physical disability status, or any other protected federal, state, or local status unrelated to performance of work involved.

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