About the Role
The role is responsible for leading complex customer-facing solution engagements within Airline IT sales opportunities. Acting as the primary functional and technical point of contact, the position drives solution design, presales activities, scope definition, and stakeholder alignment from opportunity qualification through contract signature and handover to implementation teams.
The successful candidate combines deep industry and product expertise with strong customer engagement, consulting, and coordination skills. They lead cross-functional teams, ensure solution consistency across business and technical streams, and contribute to portfolio evolution through customer and market insights.
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Key Responsibilities
Customer and Stakeholder Leadership
- Act as the primary point of contact for customers on functional and technical solution matters.
- Lead customer engagements across discovery, solution definition, scoping, and proposal activities.
- Coordinate subject matter experts and customer stakeholders to ensure solution alignment.
- Build trusted relationships with customer management teams and influence key decision makers.
Solution Engagement and Delivery Leadership
- Lead all solution-related activities for IT bid projects, including additional services and complex customer requirements.
- Coordinate the joint elaboration of end-to-end solution designs across multiple functional areas.
- Optimize the use of customer and company resources throughout engagement phases.
- Ensure effective transition and handover of signed projects to implementation and delivery teams.
Presales, RFP and Proposal Management
- Coordinate responses to RFPs, RFIs, and unsolicited customer proposals.
- Define high-level project timelines, resource requirements, and delivery assumptions for proposal responses.
- Produce and review solution-related documentation and proposal content.
- Conduct post-engagement reviews and promote continuous improvement of presales practices and methodologies.
Scope Definition and Governance
- Support technical scoping workshops and identify all required interfaces, integrations, and solution components.
- Coordinate customer functional streams with Product Definition and Project Management teams.
- Drive end-to-end solution consistency while minimizing functional and technical gaps.
- Manage approval processes and secure customer and company sign-off on proposed solutions.
Commercial and Risk Management
- Ensure alignment between proposed solutions and commercial commitments.
- Support sales teams during contract negotiations and customer discussions on solution-related topics.
- Review solution-related contractual documentation and schedules.
- Identify and manage risks, dependencies, and competitive threats throughout the sales engagement lifecycle.
Portfolio Evolution and Strategic Contribution
- Capture customer requirements and market needs to support product qualification and roadmap evolution.
- Provide feedback to Product Management on solution gaps, enhancements, and emerging opportunities.
- Analyze competitor offerings and market trends where appropriate.
- Contribute to the evolution of the portfolio by advocating customer and industry requirements.
Ideal Candidate
- Proven experience leading complex customer-facing presales, solution consulting, or IT transformation engagements.
- Strong understanding of enterprise solution design, system integrations, interfaces, and airline technology ecosystems.
- Demonstrated ability to coordinate cross-functional teams and influence stakeholders without direct authority.
- Excellent customer engagement, communication, negotiation, and presentation skills.
- Strong analytical and problem-solving capabilities with the ability to balance business and technical requirements.
- Experience managing risks, scope definition, solution governance, and commercial alignment during sales cycles.
- Strategic mindset with the ability to translate customer and market needs into solution and portfolio improvements.
What We Can Offer You
🎯 A critical mission and purpose - You will be powering the future of travel and pursuing a critical mission and extraordinary purpose.
🌎 A truly global DNA - Everything is global, from our people to our business, which translates into our footprint, processes, and culture.
🎓 Great opportunities to learn - Learning happens all the time and in many ways, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.
🤗 A caring environment - We foster a caring environment, nurturing both a fulfilling career and personal/family life.
💰 A complete rewards offer - Attractive remuneration packages covering salary, bonus, equity, and benefits.
🌟 A flexible working model - We want employees to do their best work, wherever and however it works best for them.
🌈 A diverse and inclusive community - Committed to leveraging a diverse population to drive innovation and collaboration.
📈 A Reliable Company - Trust and reliability are fundamental values that drive our actions.
Diversity & Inclusion
We aspire to be a leader in Diversity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment.
We are an equal opportunity employer and committed to an accessible recruitment process. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability, or any other characteristics protected by law.
