- Discovery - Work together with solution consultants, sales engineers will support discovery with specialized, deep solution expertise:
- Conduct discovery workshops with customers or prospects.
- Develop relationship across customer's organization necessary to understand business strategy, requirements, challenges, and decision processes to propose adapted IT solutions.
- Broadly understand the market segment in which customer operates and the specific competitive environment of solutions responsibility.
- Research potential customers' business case, initiative, and engagement
- Understand the Amadeus strategy and vision and apply it to solution management.
- Analyze customer products and service requirements, propose improvements, and develop and monitor plans
- Assist the customer in formalizing any functional requirements, initiate the change process and ensure the customer requirements are understood, obtain sizing in due time, and support building commercial proposal
- Scoping - Help airline customers transform their business needs and vision into concrete solutions, leveraging Amadeus' products, services and third-party partners required to address customer requirements.
- By conducting both functional and technical scoping, the sales engineer can recommend solutions that optimize value for both the customer and Amadeus.
- Coordinate different functional streams on the customer side with Amadeus solution consultants, product management, product definition or R&D teams in order to ensure end-to-end solution consistency and viability.
- Lead functional and technical scoping workshops in identifying and referencing all gaps and interfaces to be developed. Interaction with Amadeus and customer senior management required
- Minimize functional and technical gaps throughout the sales engagement
- Solution proposal - Leverage deep product knowledge to drive customization and integration of new applications
- Produce and deliver solution-related presentations including product demonstrations, translating software features into benefits for solving customer business problems in order to maximize the customer's perception of solution value
- Produce high-level plans and provide high-level presentations on migration and implementation activity
- Coordinate the approval process ensuring sign-off of customer and Amadeus internal stakeholder groups.
- Identify potential product/process improvement areas
- Demo delivery
- Build and deliver demos from off the shelf to advanced and customized demos
- Create and validate proof of concepts with customer and prospects
- Internal communication & alignment
- Present and align solution design addressing customer needs with key stakeholders which could include account management, customer success, delivery, implementation, product management and R&D.
- Ensure solution alignment with solution consultants on what the customer needs.
- Collaborate with account management team to ensure additional business development opportunities are documented and prioritized.
- Alert account manager of potential risks to deal closure.
- Amadeus portfolio evolution:
- Contribute to Amadeus solution strategy and portfolio evolution by feeding market & customer solutions requirements to Marketing and Product Management for product qualification
- Whenever possible, analyze solution offerings of competitors and inform product management and IT Marketing accordingly
- Proposal preparation and positioning - Sales Engineer support during Commercial and Contractual discussions:
- Ensure alignment between the proposed solution with the commercials
- Support solutions consultant & sales and account management in contract negotiations for solution-related issues and review solution-related contract schedules
- Work alongside account management and key stakeholders to develop value proposition and customer proposal
- Education: University degree, MBA and or equivalent business qualification
- Work experience: Minimum of 10 years of previous experience in either Sales Engineering, Product Management, R&D, Technical Consulting, or IT Sales in the Travel Industry.
- English Mandatory, Spanish, French and other languages will be a Plus
- Ability to travel Domestic and International
- Vacation and holiday paid time off, health insurance and other competitive benefits.
- Professional development to broaden your knowledge and enhance your skills with on-line learning hubs packed with technical and soft skills training that allow you to develop and grow.
- Be part of a diverse and inclusive workplace, one of the world's top travel technology companies and take on a role that impacts millions of travelers around the globe.
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Principal Solution Engineer - Irving, United States - Amadeus
Description
Job TitlePrincipal Solution Engineer
Summary of the role:
We are looking for talented Sales Engineers to join our growing Americas team. In this role you will bridge the gap between our customer needs and solution portfolio. You will work closely with our airline customers across the Americas, working together with our partners, our regional sales, account teams, customer success managers, product management and R&D to deliver value generating solutions. You will drive and articulate Amadeus solutions through structured engagements such as discovery and scoping exercises, leveraging on deep domain expertise.
If you are someone who is passionate about driving customer success, thrives in a fast-paced environment, motivated by working with innovative technologies, emerging standards, and collaborating with the most dynamic and talented teams in the industry, this could be an exciting career for you.
In this Role You'll:
The application process takes no longer than 10 minutes Create your candidate profile, upload your CV, and apply.
Diversity & Inclusion
Amadeus is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or a related medical condition), ancestry, national origin, age, genetic information, military or veterans status, sexual orientation, gender expression, perception, or identity, marital status, mental or physical disability status, or any other protected federal, state, or local status unrelated to performance of work involved.
Amadeus endeavors to make accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.
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