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Head of EMEA Sales Engineers
Il y a 59 minutes
Job Title
Senior Manager, Technical Pre-SalesThe Head of EMEA Sales Engineers plays a pivotal role in driving the growth and success of Amadeus in the EMEA region. This position is key to accelerating solution sales and upsell activities, contributing significantly to the region's growth targets and, by extension, the overall growth of the Travel Unit and Amadeus.
The role involves leading a team of highly skilled managers and senior managers, fostering innovation, and ensuring the delivery of cutting-edge IT solutions aligned with customer business strategies. It is also instrumental in increasing regional autonomy from various Business Lines, ensuring most sales deals can be handled with minimal external support, acting as a key link between Product Life Cycle and Customer Life Cycle processes.
Key Responsibilities
Strategic Solution Leadership
Define and drive the IT solutions strategy for the EMEA region, focusing on innovation and business development.
Align regional solutions with customer business strategies and Amadeus' global vision.
Feed market and customer requirements into Product Management and Marketing for portfolio evolution.
Monitor competitor offerings and provide insights to guide solution positioning.
Sales & Upsell
Drive IT sales and upsell activities, consistently achieving or exceeding ACV, revenue, and growth margin targets.
Support account development, pipeline management, and commercial negotiations.
Ensure regional sales strategy aligns with organizational goals and priorities.
Team Leadership & Development
Lead, mentor, and manage a diverse team of Managers and Senior Managers.
Set objectives, provide guidance, and ensure professional growth of team members.
Conduct performance appraisals and drive the PDR process.
Promote a culture of accountability, collaboration, and excellence.
Customer Engagement & Lifecycle Management
Establish and maintain executive-level (D/C-level) relationships with clients.
Own the end-to-end customer lifecycle and support execution of regional programs.
Conduct discovery workshops, document requirements, and propose tailored IT solutions.
Deliver solution presentations, demos, proofs of concept, and high-level implementation plans.
Sales Engineering & RFI/RFP Management
Lead all RFI/RFP responses across the region, coordinating internal stakeholders and resources.
Plan, monitor, and report on solution-oriented activities for IT bid projects.
Conduct technical scoping workshops to identify gaps and ensure end-to-end solution consistency.
Support sales during commercial and contractual discussions.
Solution Portfolio Leadership
Support regional sales strategy for pre-defined solution domains.
Develop proactive sales frameworks and customized solution materials.
Consolidate regional priorities for Product Life Cycle and provide input for leadership reviews.
Develop Subject Matter Experts (SMEs) and implement upskilling plans.
Ensure collaboration between EMEA teams and global business lines.
Continuous Improvement & Performance Measurement
Conduct post-mortem reviews to identify lessons learned and improve pre-sales processes.
Maintain up-to-date product knowledge and industry expertise.
Contribute to the development of pre-sales best practices across the region.
Required Qualifications & Skills
Proven experience leading multi-level, multi-country pre-sales or solution engineering teams.
Strong knowledge of the airline industry, travel technology, and Amadeus solutions.
Track record in delivering complex IT solutions and supporting sales or upsell initiatives.
Strategic thinking, business acumen, and ability to align team activities with regional and global objectives.
Excellent communication, coaching, and collaboration skills to work effectively with internal stakeholders.
Ability to navigate complex organizational structures and drive results in fast-changing environments.
Strong problem-solving mindset and ability to guide teams through technical and operational challenges.
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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