Head of Go To Market, Airlines Solutions

Job Title

Head of Go To Market, Airlines Solutions

The mission of the Airline Solutions (AIR) Go to Market (GTM) team is to empower the commercial organization to best position and sell the Airline Solutions portfolio to airline buyers and ensure that customer/market needs are translated back to the solution teams of Product Managers (PM) and Product Marketing Managers (PMM).

The Head of Airline Solutions Go to Market leads three distinct areas:

• Ensure readiness and go to market of all AIR solutions and packages (H1-H3) by creating the GTM strategy and plans, fostering cross function collaboration and continuous improvement of business processes and deliverables.
• Product Content Marketing: Lead coordination of all sales enablement materials for AIR solutions and packages (H1-H3), driving branding of Nevio portfolio with TU Marketing, and creating content & stories for key customer events (sponsored or internal).
• Airline IT Community and Advisory Forums: Lead the governance of the airline IT customer Community of over 80 airlines and approx 80EY budget, the Airline IT Advisory Body (AIAB) of top airlines, customer user forums and drive strategy for customer advisory forums for Nevio.

Airline Solutions Product and Market Readiness for all AIR products & services

Drive the creation of the AIR go to market (GTM) strategy and annual revenue enablement plan for all AIR packages and solutions, across all horizons including incubation solutions (Kambr, Sky), Creation Platform and partnerships according to their position in the life cycle, to provide competitive advantages over the competition.

Activities include:

• Act as key focal point with regions: as focal point with regions facilitate different key stakeholders & ceremonies (Bilats, SPRs etc).
• Ensure market readiness for all packages & solutions prior to GTM.
• Drive governance frameworks in alignment with commercial needs working with the regions and RevOps, executing the methodology and operational process driving the regular interactions with regions, the logistic tools to store the information and the communication to the rest of impacted internal stakeholders.
• Ensure creation of customer feedback loops across PLC artifacts by creating processes to do so.
• Foster clear communication streams between Altea & Regions, including iterative improvements to governance, ways of working and deliverables to meet revenue objectives.
• Champion best practices in revenue enablement, encouraging adoption of agreed frameworks.

Customer Advisory bodies (AIAB of designated top airlines) and Altea Community of over 80 airlines

Drive governance and operations of Altea / airline customer forums: The Altea Community of over 80 airlines and approx. 80EY, Airline IT Advisory Body (AIAB) program of Altea (including Airline Operations & Outpayce) of top 11 airlines, set guidelines for Altea customer / user forums.

• Run governance of all community activity.
• Organize AIAB activities including program evolution.
• Create the community strategy and execution plan related to Nevio.
• Foster awareness and communication of community activities across the regions and BLs.
• Drive guidelines related to Altea customer forums for consistency.
• Manage the budget and tooling for Altea community customers.
• Organize community events (virtual and face to face).

Product Content Marketing across all portfolio for sales enablement, support to campaigns and drive content for events.

Develop and execute the AIR Content Marketing annual plan according to Airline Solutions Strategy and Marketing guidelines, for all solutions and services across all horizons, including incubation solutions (Kambr, Sky), partnerships and cross business line coordination. Special focus on sales enablement content or leadership storytelling and event content for Altitude, AIAB or other commercial events.

Activities include:

• Ensure cadence and quality of product sales materials.
• Create guidelines for sales collateral and other commercial documents/assets to ensure consistency and efficiency of communication and sales enablement.
• Produce specific marketing materials for Nevio or transversal needs (e.g. Nevio sales decks, Altea roadmap, etc).
• Lead Nevio go to market (positioning, narrative, market & sales readiness and with TU MKT, launch and promotion plan), with alignment with corporate brand.
• Drive content strategy and execution for key airline customer events, e.g. Altitude or similar.
• Represent Airline Solutions on all corporate or TU marketing activities (e.g. budget, branding, website, campaigns, events etc).

Team Leadership

Drive GTM team effectiveness by defining clear roles & responsibilities, leaning on the new operating model setup. Empower team members to develop in newly created roles by supporting cross-org communication and professional development. Retain and recruit strong talent to become leaders in go to market. Contribute to successful people transformation by ensuring alignment with OneTeam approach, fostering a clear sense of purpose and belonging among team members.

• Lead coordination of GTM materials for market readiness, creating guidelines and processes to support PMM activity.
• Manage local budget for content creation & AIR business line events.
• Support creation of leadership presentations / talking points for customer or industry events.
• Create AIR portfolio Promotion and story-telling annual plan for Altitude or other key Amadeus and Industry events in collaboration with marketing.

New ways of working

Working with the Airline Solutions leadership, TU transformation office and other functional stakeholders (TU Marketing, RevOps, regions, etc) to define detailed ways of working within AIR and across TU (e.g. RASCIs across different functions, align and tune as necessary). As the operating model matures, drive change management as required.

Evangelize both the new operating model and the GTM role to ensure alignment and full understanding across a diverse stakeholder population.

Ideal candidate

• At least 10 years in product management, product marketing, sales, or customer marketing preferably in the airline industry. An existing strong network in the Amadeus commercial & product organization would provide a head start.
• Understanding of the travel industry, especially the airlines business.
• Experience in working in cross-cultural, cross-regional teams.
• Commercial acumen, strong communication, PowerPoint and organizational skills.

Diversity & Inclusion

Amadeus aspires to be a leader in Diversity, Equity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.

Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.