Job Title
About the Business:
Powering great journeys through technology is the heart of what we do at Amadeus. As the world’s leading travel tech company; Amadeus originated in technology innovation and sees the world with a technology-first lense. Amadeus builds industry leading solutions that help airlines and airports, hotels and railways, online travel companies, corporations, retail travel agencies and travel management companies to run their day to day operations. By leveraging Amadeus' innovative solutions, our customers can deliver a superior traveler experience and a differentiated value proposition. With a focus on innovation, Amadeus is at the forefront of delivering transformation towards a traveler centric experience which will enable our customers to further deliver differentiation, personalization and convenience for travelers across the market.
Summary of the role:
We are looking for talented Solution Consultant to join our growing Americas team. Solution Consultants work with Account Management and Sales, leading our acquisition, development and renewal activities for Global Business Agencies as well as online travel agencies, retail travel agencies and business travel agencies across the Americas.
You will drive and articulate Amadeus solutions through structured engagements such as discovery and scoping exercises, leveraging on broad solution and industry expertise. If you are someone who is passionate about driving customer success, thrives in a fast pace environment, motivated by working with innovative technologies, emerging standards and collaborating with the most dynamic and talented teams in the Industry, this could be an exciting career for you.
In this role you’ll:
Discovery:
- Conduct discovery workshops with customers or prospects.
- Develop relationship across customer's organization necessary to understand business strategy, requirements, challenges and decision processes to propose adapted IT solutions.
- Develop existing relationships with both IT and business executives at the appropriate functional level including VP/C-level to reinforce and sustain strategic partnership with customers.
- Attend steering committee and regular meetings with customer
- Deliver product-related presentations including product demonstrations, supported by Product Management when needed
- Broadly understand the market segment in which customer operates.
- Research potential customers’ business case, initiative and engagement
- Understand the Amadeus strategy and vision and apply it to solution management.
- Analyze customer products and service requirements, propose improvements, and develop and monitor
- plans
- Assist the customer in formalizing any functional requirements, initiate the change proposal process and ensure the customer requirements are understood, obtain sizing in due time, and build commercial proposal.
- Develop deep competitive insights.
Scope definition and approval process:
- Lead functional and technical scoping workshops in identifying and referencing all gaps and interfaces to be developed.
- Interact between internal Amadeus stakeholders and customer senior management as required
- Proactively scope the technical solution, leveraging Amadeus' products, services and third-party partners required to address customer requirements
- Coordinate different functional streams on the customer side with Amadeus Product Management, Product Definition or R&D teams in order to ensure end-to-end solution consistency and viability
- Minimize functional and technical gaps throughout the sales engagement
- Recommend solutions that optimize value for both the customer and Amadeus
- Coordinate the approval process ensuring sign-off of customer and Amadeus internal stakeholder groups
Technical Integration:
- Leverage deep product knowledge to drive customization and integration of new applications
- Troubleshoot functional/integration issues
- Define technical specifications for new software
- Assesses the performance of new software applications
- Identify potential product/process improvement areas
- Present and secure technical sign-off with customer
- Produce and deliver solution-related presentations including product demonstrations, translating software features into benefits for solving customer business problems in order to maximize the customer's perception of solution value.
- Present unique selling points and value proposition.
- Produce high-level plans and provide high level presentations on migration and implementation activity
- Create and validate proof of concepts with customer and prospects
Proposal prep & positioning:
- Create and validate proof of concepts with customer and prospects
- Work alongside account management, sales and key stakeholders to develop and present customer proposals RFP/RFI engagements and unsolicited proposals:
- Set up high-level project timelines for the RFP answer. Identify & secure resource requirements from relevant groups (Product Managers, R&D, Delivery) and coordinate all components/inputs to the response
- Produce solution-related documentation for IT customer proposals
- Plan and manage all solution-oriented activities of IT bid projects including additional services
- Ensure effective handover of IT sales projects to project implementation teams
- Ensure alignment between the proposed solution with the commercials
- Support Sales in contract negotiations for solution-related issues and review solution-related contract schedules
Internal communication & alignment:
- Present and align solution design addressing customer needs with key stakeholders which could include account management, delivery, product management and/or R&D
- Collaborate with account management team to ensure additional business development opportunities are documented and prioritized
- Alert Account Manager of potential risks to deal closure
- Interact frequently with Sales and Account Management, Product Marketing, Operations/Delivery, R&D & customers
About the ideal candidate:
- Education: Bachelor degree, MBA or equivalent work experience
- Minimum of 5+ years of previous experience in either Sales Engineering, Product Management, R&D, Technical Consulting or IT Sales with preference in the Travel industry.
- English, Spanish, and Portuguese are mandatory
- Previous experience in delivering technical product demonstrations
- Previous experience in delivering technical training & responding to customer inquires
- Previous experience training new employees on a product
- Must have a strong understanding of Amadeus product suite, i.e. strong familiarity with Amadeus solutions and outcomes
- Expertise in using analytical, reporting, planning, and marketing tools required
- Strong data synthesis skills, with an ability to draw insights from a diverse set of indicators
- Must possesses strong conceptual thinking skills to develop customer specific use cases
- Strong relationship building skills required.
- Able to influence decisions and provide support as needed
- Must be able to effectively present ideas and communicate to variety of internal and external audiences of technologies and industry trends
- Travel required is 30 % (The Americas & Europe)
What we can offer you:
- The opportunity to work for one of the world’s top leading travel tech companies; a company that originated in technology innovation and sees the world with a technology-first perspective
- Skills development and opportunities to try new ideas
- A global diverse work environment
Application process:
The application process takes no longer than 10 minutes! Create your candidate profile, upload your CV and apply.
Are you the one we are looking for? Apply now!
Diversity & Inclusion
We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.
