Pre-Sales Lead

Job Title

Pre-Sales Lead (Delivery Management)

Summary of the role

Join a passionate team of experienced professionals, part of Amadeus AirOps providing solutions and services for both airports, airlines and air travel products that will truly define the travel experience of the future.

Our team is multi-cultural and dynamic, offering a new challenging, and global role for those passionate about travel, design, and technology, ready to make a real-life impact by shaping the future of travel with the best user experience.

Our team

You will be part of the Delivery Management - Product Management team responsible for incubating the best in class, highly modular and adaptable Delivery Management System, comprising of Journey Delivery (transformation of Customer Management and Seating), and Service Recovery (transformation of Disruption) capabilities:

• Support the travel industry retailing transformation (shift to Offer & Order based systems) by Delivering orders and airport experience of the future)
• Enabling travel experience, operational efficiency, and Brand differentiation for the airlines with customer & journey centricity

You will be part of a core "incubation" team with Product Managers, UX, Solutions & pre-sales and work closely with our engineering counterparts based mostly in France & UK but also in India, Australia. Your responsibility and reach will be global; collaborating with customers, Product Managers, engineering teams, Solutions & Pre-sales teams in all geographical markets & locations. You will be reporting to our Head of Product.

Key accountabilities:

As a Pre-Sales Lead/Manager, you will be:

• Developing and structuring the team and processes to industrialize pre-sales activities of a new product portfolio — including Regional sales and account team evangelization, pipeline staged development, and engagement strategies.

• Engaging with customers, providing pre-sales support, defining solutions, preparing proposals, and developing business cases; managing multiple opportunities, bids; including:

• Customer Engagement: Build strong relationship and communicate effectively with customers to understand their objectives, challenges, and business requirements.

• Continuity of Customer Engagement: Remain engaged with customers ensuring priorities and requirement feedback to Product, and Engineering teams ensuring proposed solution is implemented with market inputs.
• Solution Design & presentation: Leverage the Amadeus AirOps portfolio to define sustainable solutions that meet customer needs.
• Present solutions with authority and credibility to individual users and senior customers (up to C-level), demonstrating how these products address customer needs. Ensure a transition of these solutions from sales to project implementation. Develop, write and present solution proposals to address customer requirements expressed within RFPs/RFIs.
• Value Analysis: Work with the Sales Manager, Product Marketing and product Management to build and communicate a view on the key value elements the solution brings to the customer and quantify them based on the customer profile.
• Solution Pricing & Cost Model: Contribute to pricing strategy (revenue model) in collaboration with Product and Product Marketing for the proposed solution and ensure cost drivers are well understood to drive successful and efficient negotiations. Understand the full cost model associated with all elements of the opportunity and work with teams to identify costs for all hardware and services, including third-party services.
• Business Case: Work with the Sales team to develop pricing models, understand cost drivers, and prepare detailed business cases. Manage risks and ensure continuity between business cases, proposals, and contracts. Prepare each Opportunity business case to provide a clear view on cost and revenue drivers to support Bid/No-Bid decision making.
• Risk Management: Detail and document risks for all opportunities, determine the impact of risk on business, and suggest proposed risk response strategies.
• Stakeholder Engagement: Facilitate stakeholder engagement between various internal and external groups, managing the diversity of interests and seeking assistance from senior leadership when appropriate.

What's in it for you:

• Embark in an exciting 3-5 years journey to incubate a new portfolio, actively shape an organization to deliver a vision that will eventually radically change the airline industry and traveler journey at the airport.

• Drive market development of a brand-new portfolio from its creation, contribute to & influence its vision; be present when it becomes real and disrupt the industry.

• Develop your Airline Operation Industry & solution expertise, within a dynamic industry, tackling large-scale, complex challenges alongside innovative solutions and technology teams
• Global reach; multicultural team; hybrid and flexible working model (international travel will be required)

The ideal candidate:

• Over 10 years of experience in a commercial role with activities closely linked to Project Management, Product Management, Solution Design, Bid Management, and/or Project Delivery.
• Travel Requirements: Up to 20% travel within the Europe Region, with occasional travel to other regions (APAC, NORAM, MEA).
• Good financial and accounting competencies, and a strong knowledge of Airlines Systems.
• Competencies: Excellent communication, customer focus, business acumen, technical excellence, and the ability to build and maintain relationships.
• Strong understanding of Agile and scaled agile methodologies, particularly SAFe (Scaled Agile Framework), and hands-on experience working within Agile Release Trains (Product Owner, Scrum Master, Agile Coach).
• Effective communication skills: customer focus, business acumen, technical excellence, and the ability to build, maintain relationships and translate business needs into actionable requirements for Product & technical teams as well as Product roadmap & innovation into sales and solutions enabler for Business problem.
• Ability to navigate between high-level strategic and detailed product & solutions discussions
• Autonomous and proactive, self-learner

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.