Senior Principal Sales and Account Management

Job Family:
Account Management - SIP

Sabre Corporation is a leading technology provider to the global travel and tourism industry. Headquartered in Southlake, Texas, USA, Sabre operates offices in approximately 60 countries around the world. At Sabre, we make travel happen. Positioned at the center of the business of travel, our platform connects people with experiences that matter in their lives. Today, Sabre is creating a new marketplace for personalized travel. It is our people who develop and deliver powerful solutions that meet the current and future needs or our airline, hotel and travel agency customers. Join our journey

Team Description

Sabre Travel Solutions is looking for a talented Senior Principal Sales and Account for Airlines.

The Senior Principal Sales and Account for APAC will manage the existing book of IT Solutions and Services business and lead the pipeline growth and business development activities for select airline accounts for the Sabre Travel Solutions business unit across APAC.

In the role, individual will own a portfolio of airline accounts and will be responsible for driving new sales opportunities and developing a strong pipeline from these select accounts. They will expand account relationships via short and long-term strategy and execute on a roadmap focused sales plan to ensure timely renewals, customer retention strategy and identify new opportunities. The role requires to work across department and geographies to meet customer and Sabre expectations.

The individual will interact with key client stakeholders and be able to strike a balance between client expectations and Sabre Travel Solutions’ strategic objectives. They will own all activities around accounts and is expected to be well versed in all commercial terms, maintenance and support needs, project delivery activities, timelines, and project scope.

Role and Responsibilities- Responsible for all aspects of account management for IT solutions and services for select airline customer across APAC- Building and executing on sales plans for select accounts, whilst tracking and reporting progress.- Understand clients' business and market challenges and be able to articulate Sabre Travel Solutions capabilities to address such challenges.- Establish strong working relationships with key stakeholders specifically C-Level suite, both at client and within Sabre to drive and facilitate meaningful conversations- Be a voice of the customer within Sabre, championing their cause for the mutual benefit of customers long term strategy and Sabre’s strategic ambition- Drive Deal approval process internally to secure alignment on deal proposals, sales support and manage sales pursuits as needed.- Establish regular business review sessions articulating the state of the account, strategic objectives, project progress and other key client performance metrics.- Work in multi-cultural globally spread delivery, support, finance, legal and other teams of Sabre to meet business objectives- Facilitate client participation in Sabre Holdings’ conferences to highlight future product strategies, roadmaps and or direction.- Drive customer satisfaction and loyalty.

Other Responsibilities- Solicit input from other stakeholder organizations when needed in the creation or ongoing management of the Sales Plan.- Own client requests regarding change management and ensure applicable documentation, templates, processes and timelines are adhered to (Change Requests (CR’s), Work Orders (WO’s) Request For Information (RFI’s) and Request for Proposal (RFP’s).- Ensure signed contracts are shared with key stakeholders to ensure timely billing, or for reporting activities.- Register new sales opportunities (pipeline) electronically in Sales Force and ensure it is included in management reporting or sales forecasting activities.- Maintain appropriate levels of involvement with client issues requiring resolution, including invoices, accounts receivables, service incidents.- Participate and continue activities (sales enablement training and/or solution overviews) to enhance product knowledge and understand solution roadmap/s.

Qualifications and Education Requirements:
- 10-15 years leadership experience in a regional role- Proven account management and sales generation skills required (minimum of 10 years) to create, maintain and enhance client relationships- Strong sales execution focus & track record- Experience in the airline, travel, or technology industries with a proven track record in building profitable businesses.- Strategic thinker, with credible track record operating in a highly matrixed environment, focusing on continuous process improvement, revenue growth and profitability- Understanding of the role of technology in solving airlines business problems.- Strong analytical skills and problem-solving ability- Extremely detail oriented- Technical competence (understand software, hardware, networks, etc.)- Motivated, goal oriented, persist