Sr Principal Sales & Account Management

Sabre is a technology company that powers the global travel industry. By leveraging next-generation technology, we create global technology solutions that take on the biggest opportunities and solve the most complex challenges in travel. 

Positioned at the center of the travel, we shape the future by offering innovative advancements that pave the way for a more connected and seamless ecosystem as we power mobile apps, online travel sites, airline and hotel reservation networks, travel agent terminals, and scores of other solutions.

Simply put, we connect people with moments that matter.

Sabre Travel Solutions is looking for a talented Senior Principal Airline Sales – APAC

The Senior Principal Airline Sales for APAC will lead and manage the accounts, pipeline growth and business development activities for Select Accounts across APAC for the Airlines Solutions business (within Sabre Travel Solutions) through a period of rapid changes in marketplace.

The Senior Principal Airline Sales owns a portfolio of airline accounts and will be responsible for day to day sales and account management. The Senior Principal Airline Sales will develop account relationships mostly remotely and build and execute short and long-term strategy for Select Accounts in the APAC region.

The Senior Principal Sales will interact with key client stakeholders and be able to strike a balance between client expectations and Sabre Travel Solutions’ strategic objectives. The Senior Principal Airline Sales owns all activities around his/her Accounts and is expected to be well versed in all commercial terms, maintenance and support needs, project delivery activities, timelines, and project scope. He/she will be the escalation point for Select customers.

Role and Responsibilities  

• Building and executing strategic plans for Select Accounts in APAC

• Day to day account management of portfolio of Select Accounts across APAC remotely from India

• Responsible for driving new Airline Solution sales with designated accounts

• 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 

• Engage the clients' executive stakeholders to provide input and comments around the Account Development Plan.   

• 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.

• Facilitate client participation in Sabre Holdings’ conferences to highlight future product strategies, roadmaps and or direction.

• Building and maintaining excellent relationship with Travel Agency customers, Airline representatives and other key contacts within the travel ecosystem

• Develop long term strategic plan for profitable growth in Select accounts. Achieve and exceed sales plan and business targets profitably

• 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+ years customer management experience

• 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

• Proven leadership skills

• Extremely detail oriented

• Technical competence (understand software, hardware, networks, etc.)

• Motivated, goal oriented, persistent and a skilled negotiator

• High level of initiative and have the ability to work well in a team environment

• Excellent written and oral communication skills with ability to manage accounts and sell remotely

• Handle stressful situations and deadline pressures well

• Plan and carry out responsibilities with minimal direction

• Bachelor’s degree or higher

• Ability to work closely with others at all levels both internally and externally in a highly professional and client service-oriented manner

• Language skills – fluent in English

We will give careful consideration to your application and review your details against the position criteria. You will receive separate notification as your application progresses.

Please note that only candidates who meet the minimum criteria for the role will proceed in the selection process.