[Remote] Manager, Sales and Account Management - Airports and Borders

Note: The job is a remote job and is open to candidates in USA. Amadeus is a company focused on powering the future of travel, and they are seeking a Manager for Sales and Account Management in Airports and Borders. This role will drive growth in Amadeus' Seamless Travel, Airport Operations, and Border Control portfolio across North America by developing market strategies and leading complex deals with key stakeholders.

Responsibilities

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

Skills

• 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
• Ability to travel: North America–based, with regular travel to customers, partners, and industry events across the US and Canada
• Advanced degree (MBA/MPA) or relevant certifications a plus

Benefits

• 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.
• Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life.
• Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.
• We want our employees to do their best work, wherever and however it works best for them.
• Amadeus is an Equal Employment Opportunity Employer.
• Amadeus endeavors to make https://jobs.amadeus.com/ accessible to any and all users.

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