Pre-Sales Lead

Job Title

Pre-Sales Lead

Summary of the role:

The Presales & Bid Management function fulfills a critical role in the sales and client relationship management process, working closely with the Commercial, Product, Operations and Technology teams as well as Service Partners, mixing solution and consultative skills in order to genuinely meet client needs while optimizing the positioning of Amadeus' IT solutions and partnerships.

The scope of the team is global and covers presales and bid management across the Direct, TMC Reseller and Partner Ecosystem channels. The main accountabilities of the Manager Presales & Bid Management are:

This role will ensure the optimization of the positioning of Amadeus' and our partners' solution portfolio to key prospects and clients throughout the sales cycle and optimize the match with the clients' business needs.

The Pre-Sales Lead will lead the solution definition, scoping and alignment, and manage stakeholder expectations (internal and external), manage strategic bids and collaborate closely with the Commercial lead throughout the sales cycle and establish strong relationships with prospects and clients and act as trusted adviser which is instrumental to help Amadeus secure and retain business.

In this role you'll:

Presales and bid management

• Perform presales, solution engineering and bid management activities on commercial opportunities (prospects and clients, direct or in support of TMCs or other resellers); Qualify needs and identify best solution (Amadeus and/or Partner); Perform assessment, qualification and definition of solutions including Amadeus assets, integration with prospect/client environment and 3rd parties; Articulate benefits of existing features and identify if any evolution is required to existing Amadeus IT solutions or necessary 3rd party integration and partner collaboration; Manage solution part for RFX processes; Make in-depth presentations and live demonstrations to prospects/clients, conduct workshops and proof of concept, showcase end to end solutions (Amadeus and 3rd parties), organize validation and sign-off on high level scope prior to contract.

• Support business development and upsell activities with existing clients.

Cross-functional stakeholder interaction

• Interact with and promote stakeholder engagement (Product Management, Commercial, Operations, Technology, Prospects/Customers, Service Partners, 3rd parties, etc.) to support the overall proposal and client management process.
• Collaborate with transversal teams, including but not limited to Commercial, Product Management, Operations and Technology in order to ensure end to end solution consistency and viability.
• Support commercial leadership/sponsors with the definition, organization, and prioritization of prospect/client needs.
• Support Product Management in the qualification of Minimum Viable and Minimum Marketable Products through the definition of the business need and business value.

• Provide advice & guidance to other internal teams as required, promote and support internal knowledge sharing.

Amadeus portfolio positioning and evolution

• Build and maintain thorough knowledge of the global Amadeus Solution Portfolio, including in-house assets and those offered by our partners.
• Analyze competition offering and assess value creation potential through engagement with prospects and customers, contribute to the Cytric Solutions value proposition evolution, support mid to long term product strategy.
• Support marketing activities such as value proposition and go to market activities.
• Represent Cytric Solutions at trade shows and user conferences.

Strategic projects

• Lead and/or contribute to assigned strategic projects, within the framework set up by the Cytric Solutions leadership.

Minimum Requirements:

• Travel - 10-30% Mainly Europe / Mainly North America (depending on location)
• Bachelor degree in Engineering, Finance, Business Administration or similar and/or equivalent experience.
• Minimum 10 years in the IT industry, in product/solution management or presale's role with client-facing responsibilities.
• Previous experience in booking and event management tools
• Practical experience in a multinational, multicultural and virtual working environment.
• Demonstrated experience in making formal presentations including ability to consult prospects/clients.
• Understanding of and experience in the travel, expense management and payment industry
• Knowledge of Amadeus IT Products and Service as well as relevant industry IT systems or processes
• Strong knowledge of current, travel-related, PC and mobile solutions and apps
• Broad business knowledge: Ability to interpret and utilize industry information on competitors
• Microsoft Office and Internet applications
• English (and additional language depending on location)
• Knowledge of finance and payment processes
• Knowledge of ERPs such as Oracle Financial and SAP an advantage
• Position can be located in either Dallas or remote.

• 'Leadership and communication skills to influence both internally and externally

• Conceptual skills, including flexibility in approach to problem solving and the ability to push beyond the obvious to find innovative solutions
• Technical/functional/business/commercial awareness
• Analytical skills
• Ability for strategic thinking and planning
• Relationship, negotiation, influence and persuasion
• Structure and project driving capability

What we can offer you:

• A role on a team of more than 16,000 professionals and 149 nationalities working together to transform travel.
• Generous vacation, holiday, and sick paid time off.
• Health insurance and a robust and competitive benefits package.
• Professional development to broaden your knowledge and enhance your skills with on-line learning hubs packed with technical and soft skills training that allow you to develop and grow.
• A global, diverse and inclusive workplace.

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

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.