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Senior Tech Sales & Support

Date: Apr 19, 2019

Location: Bangalore, IN, 560066

Company: Sabre

Req ID: 43586

Job Family: Sales

 

Operating in 29 markets across Asia Pacific, with over 2000 local staff, serving premium top blue-chip customers in the travel industry - from travel agencies, airlines, hotels, car rentals and insurance providers. Sabre have grown our presence significantly over the years, in order to tap on the immense potential of the world’s fast growing region. Sabre’s end-to-end technologies help create a differentiated portfolio of solutions and services driven by data and insights on how travel business operates in Asia Pacific. We help our travel partners create better customer experiences, optimise business operations and enhance competitiveness. As we continue to grow in the region, our people are AND will always be our biggest asset & investment, where we continue to bring together the best talent and help them achieve their own career aspirations in a truly global company.

Job Description

About Sabre!

Sabre is the global leader in innovative technology that leads the travel industry. We are always looking for bright and driven people who have a penchant for technology, are hackers at heart and want to hone their skills. If you are interested in challenging work, being part of a global team, and solving complex problems through technology, business intelligence and analytics, and Agile practices - then Sabre is right for you! It is our people who develop and deliver powerful solutions that meet the current and future needs for our airline, hotel, and travel agency customers.

 

Job Requirements

Description

A consultative sales person, with deep agency workflow knowledge, who is able to understand a prospective travel agency’s business from the perspective of technical & operational needs, pain points and opportunities to improve their business performance. Based on this understanding and his/her deep knowledge of Sabre solutions and certified partner offerings, crafts a solution and documents the Sabre based solution architecture. Pitches the solution, including relevant product demonstrations, along with commercial sales rep to the prospect.  Advises commercial sales rep on economic value (to the Prospect) of the recommended solution set. Builds a business case for Sabre to make necessary investments in delivering the solution.  Shares learnings on customer/market needs with Marketing to help inform strategic solution/product roadmaps.

Role Performance Metrics

  • Number of new sales per quarter
  • Number of solutions that are reused within the year
  • Value of new sale measure in terms of deal’s
  • Revenue contribution
  • EBITDA contribution

 

Responsibilities / Job Description

 

Customer Business Landscape Assessment

  • Understand and documents the customers current state with focus on the business pain points. (technical and operational)
  • Creates a solution architecture document as to how Sabre products / partner offering can address the agencies pain points.
  • Demonstrates/ Quantifies the value of the solution

IT Assessment & Sales Pitch

  • Leads technical and operational aspects of pre-sales engagements
  • Performs prospect’s technical needs evaluation
  • Constructs a Solution set composed of Sabre and technology partner products/services
  • Delivers a compelling sales pitch to persuade the prospect that the proposed Sabre solution set is the optimal for prospect to achieve their business objectives.  

Building Business Case

  • Creates business case for Sabre to invest in products and third-party integrations necessary
  • Documents business case using standard commercial methods of analysis such as NPV, Discounted Cash Flow etc

Technology partner network development

  • Proactively identifies and builds working relationship with technology partners
  • Actively builds and sustains a Technology Partner Network, to complement Sabre’s product set

Provide Direction to Conversion and troubleshoot

  • Delivers a solution architecture document that will serve as a conversion blue print to delivery team at the start of a conversion project. Ensures that this document is signed off with the Customer.
  • Engages with Delivery team during conversion process to provide direction on Solution Strategy and rectify architectural flaws (if any) that Delivery teams might uncover during conversion
  • Resolves adhoc technical queries ‘on the spot’ when prospect’s tech stakeholders bring up known technical issues

Product/Solution Feedback

  • Provides input to product owners on customer/marketplace needs for solution roadmap development based on customer interaction and competitive solution analysis.

 

Sabre Corporation is the leading technology provider to the global travel industry. Sabre’s software, data, mobile and distribution solutions are used by hundreds of airlines and thousands of hotel properties to manage critical operations, including passenger and guest reservations, revenue management, flight, network and crew management. Sabre also operates a leading global travel marketplace, which processes more than US$120 billion of global travel spend annually by connecting travel buyers and suppliers. Headquartered in Southlake, Texas, USA, Sabre serves customers in more than 160 countries around the world.

 

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