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Job Title:  Director Airline Sales NAM (Head of Sales)

Location: 

Southlake, TX, US

Remote Options (if applicable): 

Req ID: 60418

Job Family: Sales

 

Sabre Corporation is a leading technology provider to the global travel and tourism industry. Headquartered in Southlake, Texas, USA, Sabre operates offices in approximately 60 countries around the world. At Sabre, we make travel happen. Positioned at the center of the business of travel, our platform connects people with experiences that matter in their lives. Today, Sabre is creating a new marketplace for personalized travel. It is our people who develop and deliver powerful solutions that meet the current and future needs or our airline, hotel and travel agency customers. Join our journey! 

Job Description

Leading the Sabre Travel Solutions (TS) NAM Airline Sales team, the role has full accountability for regional sales team with the focus on delivering sustainable growth in the region.

This individual will be an integral member of the Regional Management team with a mandate to build and develop a high-performance sales team within NAM. The role requires a strong sales leader who has a proven track record of effective executive customer engagement skills, strong influence internally and across the marketplace, and experience in the travel or software sector and in an equivalent fast-paced technology organization.

General Description:

  • Establish the sales strategy for growth and revenue generation for new business across the region as well as cross-sell to existing customers.
  • Ensure the strategic direction of the Company and the Region is implemented to maximize profit.
  • Develop a renewed focus on the NAM Sales strategy and execution; Perform ongoing market landscape analysis and market research to identify top opportunities.
  • Maintain a high level of customer engagement at key accounts, positioning Sabre as an innovative growing player in the NAM market.
  • Provide regular detailed status and activity reporting in customer activities and solutions performance to Vice President.
  • Ensure in depth understanding of customer’s business through solid research analysis and regular business tracking. Demonstrating an understanding of the airline’s business and market challenges, and be able to articulate the company’s capabilities to address such challenges to progress opportunities that support the airline’s strategic direction
  • Assess market expansion opportunities and develop market entry plans in collaboration with regional leadership and strategy team. Identify and prioritize product investment opportunities across the region.
  • Provide leadership to the sales teams to achieve regional targets and deliver growth (profit and market share); Drive changes to the commercial model when appropriate and bring new revenue streams that deliver sustainable profit as well as market share growth.
  • Personally lead key strategic engagements.
  • Inspire and provide customers with a consultative value-added sales and technical experience while also building long term, strategic relationships
  • Ensure effective communication of the Sabre value proposition through proposals and presentations
  • Take ownership of some C level relationships with key prospects or customers to promote the overall value of the Sabre offerings / products.
  • Implement and maintain an effective sales management approach to provide current and accurate revenue projections and pipeline forecasts to support business growth.
  • Ensure internal alignment is obtained on all pursuits, including Product Management, Delivery, Marketing, Finance, Legal and the Executive Leadership team.
  • Work closely with the Marketing, Product Management, Delivery & Consulting Leaders to ensure activities (including Marketing strategies, implementation and execution) are aligned with the overall corporate strategy.
  • Foster strong relationships with internal leaders / stakeholders across Sabre; build two-way communication to ensure opportunities are shared and understood across the organization.
  • Build a world-class team focused on excellence in identifying opportunities and converting them to raise the bar for individuals and the teams.

Job Requirements

Candidate Profile:

  • Bachelor’s degree required. Master’s degree preferred.  
  • Minimum 12 years of experience in sales and account management, preferably working for a global, fast-paced, matrix-driven technology organization, with proven sales effectiveness including demonstrated ability to win major customer contracts.
  • Strong background in the design and implementation of sales and business development plans in a growing organization.  
  • Proven experience selling at the “C” level and driving negotiations to a successful close.
  • Track record of delivering results in large, complex and global companies. Highly driven to deliver outstanding financial performance working against challenging objectives.
  • Extensive understanding of the NAM market landscape including knowledge of key players, knowledge of the competitive landscape, key trends, opportunities and threats.
  • Proven ability to influence cross-functional teams within a global, matrix organization, with strong capabilities to build relationships with internal and external stake-holders.
  • The ideal candidate will exhibit the gravitas and personal presence required to command respect both internally and externally.
  • Superior professional presence and business acumen with articulate and persuasive oral and written communication skills.
  • Mature negotiation and presentation skills are essential assets for a successful job execution.
  • The candidate will possess the highest ethical standards and display impeccable character, a balanced personality and a collegial mindset. 

Key Skills:

  • Executive Customer Engagement
  • Strategic Analysis & Planning
  • Financial analysis
  • C-level negotiation

 

Reasonable Accommodation

Sabre is committed to working with and providing reasonable accommodation to applicants with disabilities. Applicants applying for a Sabre position with a disability who require a reasonable accommodation for any part of the application or hiring process may contact Sabre's Compliance Office at compliance.office@sabre.com.

Affirmative Action

Sabre is an equal employment opportunity/affirmative action employer and is committed to providing equal employment opportunities to minorities, females, veterans, and disabled individuals. EEO IS THE LAW

 

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