Principal- Account Management

For more than 40 years, Accelya has been the industry’s partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster. 

Principal- Account Management

UK

Role purpose

As a Principal - Account Management, you will be responsible for building and managing long-term relationships with Airline customers by comprehending their requirements and offering sales solutions. The role will develop and maintain account management plans and execute sales strategies to deliver value to the customer and Accelya and also guide and influence a matrixed team engaged on the customer, including technical pre-sales, delivery and customer success to deliver the best outcome. You will also influence all customer contact points across Accelya through the customer’s journey.

Duties & Responsibilities:

• Develop account management plans and sales strategies for preserving and growing existing business as well as driving new solutions into the customer to achieve the company’s sales goals.
• Engage with the customer at all levels to build strategic relationships and define and maintain a stakeholder mapping as well as managing customer´s expectations and contribute to a high level of satisfaction.
• Drive a sales pipeline with the customer to close new opportunities that deliver value to the customer and Accelya.
• Guide and influence a matrixed team from across Accelya engaged with the customer in delivering according to the account management plan.
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions.
• Work closely with the marketing function to establish the best forms of support from marketing to deliver to the account management plan.

Provide detailed and accurate sales forecasting through defined processes within the company

Knowledge, Experience & Skills:

• Ability to establish effective collaborative relationships within the customer’s organization irrespective of organizational level, and across multiple Accelya stakeholders.
• Excellent communication skills with the ability to make compelling cases / presentations to an audience of diverse and senior business stakeholders.
• In-depth knowledge of airline industry
• Experience of Miller Heiman “Strategic Selling”, LAMP or equivalent structured selling methodology.

What do we offer?

• Open culture and challenging opportunity to satisfy intellectual needs
• Flexible working hours
• Smart working: hybrid remote/office working environment
• Work-life balance
• Excellent, dynamic and multicultural environment

About Accelya

Accelya is a leading global software provider to the airline industry, powering 200+ airlines with an open, modular software platform that enables innovative airlines to drive growth, delight their customers and take control of their retailing.

Owned by Vista Equity Partners long-term perennial fund and with 2K+ employees based around 10 global offices, Accelya are trusted by industry leaders to deliver now and deliver for the future.

The company´s passenger, cargo, and industry platforms support airline retailing from offer to settlement, both above and below the wing. Accelya are proud to deliver leading-edge technologies to our customers including through our partnership with AWS and through the pioneering NDC expertise of our Global Product teams.

We are proud to enable innovation-led growth for the airline industry and put control back in the hands of airlines.

For more information, please visit www.accelya.com 

What does the future of the air transport industry look like to you? Whether you’re an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!