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Principal Account Management

Date: Feb 2, 2019

Location: Bogota, CO

Company: Sabre

Req ID: 43201

Job Family: Sales


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 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 Description

Air Management Team Account Managers are the channel experts for our customers, and managers of the Air line of business (LOB) for Sabre.

Account Managers own and oversee account management and sales activities with airline customers, understanding our customers’ strategy & underlying business needs in order to be their trusted partner.

As reagional air managment partners, Account Managers provide insights on the airline needs and marketplace opportunities, actively contributing to the regional LOB strategy for product, content acquisition, commercial framework, go-to-market, Airlines Solutions and Agency sales coordination, all in line with Sabre’s objectives and overall Air line of business strategy


General description:

  • Be a trusted advisor and strategic partner for airline customers, developing strong partnership relationships and meeting frequently to discuss customer’s strategic objectives and Sabre value.
  • Develop strong relationships with senior airline executives to understand their strategy, business needs and objectives and matching those to Travel Network products and services
  • Work with Regional Directors to define the strategy for managed customers and objectives for key deals. Develop and update Client Engagement Plans for key customers.
  • Lead quarterly business review meetings with key customers, developing a meaningful storyline that highlights Sabre’s value proposition, tailored for each customer.
  • Monitor customer performance and advise on how to improve their sales via the Sabre channel; coordinate across line of business functions to drive the customer performance – marketing, agency sales, operations, finance, data and analytics, product, etc.
  • Be the expert on the customer for all internal Sabre teams
  • Identify market concerns and address with line of business stakeholders
  • Coordinate with Agency Sales, Airline specialists and the Airline Solutions teams on both Account Management and sales activities to optimize the outcome for Sabre and ensure a coordinated approach for our customers
  • Review airline and agency performance. Partner with agency teams and the airlines to resolve issues.
  • Use complex data to understand and advise customers on the performance of their sales via Sabre channel
  • Control customer invoice accuracy and take appropriate actions to minimize/eliminate any outstanding receivables
  • Develop and execute account plans. Negotiate contract terms and contract renewals; optimizing long-term commercial agreements in conjunction with the deal team.  Drive new commercial initiatives to meet company and customer objectives.
  • Develop and maintain updated Account Plans for key customers
  • Direct and review the negotiation of contract terms and conditions in coordination with the Regional Director, Air LOB leadership team orchestrating the activities partnering with the Air LOB finance and CMSO teams
  • Prepare and orchestrate the Deal Review process for offer approval in a timely, accurate and compelling way, partnering with the Air LOB finance and CMSO teams and in coordination with the Regional Director
  • Prepare and conduct periodic business review meetings as defined by the Senior Regional Director
  • Responsible for attaining earnings objectives for team

Job Requirements

  • Educated to BSc degree or equivalent level
  • Five years of relevant experience is a must
  • Possess deep domain experience in the air sector, with a focus on distribution and sales strategy
  • Proven track record of successful client service across multiple geographies and cultures
  • Excellent English & Spanish oral and written skills and a commitment to ensuring stakeholders are always advised of project status versus deliverable timetables
  • Extensive commercial experience working in a fast paced, matrixed organization
  • Advanced internal and external customer relationship-building and negotiation skills
  • Ability to simultaneously handle multiple initiatives and activities
  • A self-starter who is highly motivated
  • Experience using SalesForce is a plus


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 Employee Relations Department at


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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