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Principal Airline Accounts

Date: Jul 18, 2019

Location: South Brisbane, AU, QLD 4101

Company: Sabre

Req ID: 47862

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

The Account Director is a senior role serv as the primary business contact between the client and business unit, and will be responsible for the account management activities for customers in the Australian, New Zealand and Pacific Island Markets.  A key focus is to build a robust account/market Plans will encompass short and long term strategies to ensure retention, strategic partner relationships and identify new sales opportunities in the exciting and dynamic aviation market.


The ANZ based Account Director will interact with key client stakeholders and be able to strike a balance between client expectations and the companies strategic objectives. You will own all activities around the Accounts and it is expected you will be well versed in all commercial terms, maintenance and support needs, project delivery  activities, timelines and project scope.



Key responsibilities for the role are:


  • Understand clients' business and market challenges as well as opportunities, and be able to articulate the companies capabilities to address  such challenges
  • Establish and leverage working relationships with key stakeholders, including C-Levels with the customer and within our business to drive meaningful conversations and facilitate positive business outcomes.
  • Engage the clients' executive stakeholders to provide input and comments for the Account Plan.    
  • Establish a robust business review and engagement program, articulating the state of the account, strategic objectives, project progress and other key client performance metrics
  • Articulate the value and purpose of implementing an Net Promoter Score –NPS- methodology to clients and discuss results and action plans in executive review meetings

Job Requirements


The successful Director of Strategic Accounts will demonstrate the following skills:


  • Experience in building and maintaining C-Level relationships
  • Strong organizational and planning skills
  • Strong communication skills - both verbal and written
  • Experience in selling technology solutions - both software and consulting.  A thorough knowledge of the sales cycle, from opportunity identification through to winning and on going support.
  • Strong negotiation skills with a proven track record of driving successful outcomes.
  • Proficient skills with todays productivity software (MS Office, CRM, and Pipeline Management tools).
  • Airline industry experience is a plus, but not a requirement.  We are seeking those who have  successful enterprise sales and Account Management experience and who believe they can apply those skills to any industry.
  • Minimum 10 years’ experience in technology sales and account management 
  • Airline industry experience a plus, but not a required
  • Must possess advanced computer skills and excellent verbal and written communication skills.
  • Ability to handle multiple projects/activities simultaneously essential.




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