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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in developing and executing commercial strategies within the airline and transportation sectors, focusing on complex B2B technology solutions. Proven ability to build relationships with senior stakeholders and navigate cross-functional sales processes while delivering customer value propositions.
Highest-signal resume keywords
Complex B2B Technology SalesBusiness DevelopmentNegotiation SkillsRelationship ManagementPassenger Processing Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Enterprise Solution SalesCommercial AcumenCustomer Value Proposition DevelopmentMarket AnalysisPipeline ManagementRFP ManagementConsultative SellingTechnology Solution ExperienceForecastingContract Negotiation
Soft Skills
Excellent CommunicationPresentation SkillsCross-Functional CoordinationCustomer Satisfaction MonitoringStakeholder Engagement
Tools & Technologies
Passenger-Processing TechnologyBiometrics SolutionsDigital Identity SolutionsSelf-Service Bag DropCheck-In Solutions
Industry Keywords
AviationAirline OperationsTravel TechnologyTransportation SalesSeamless TravelAirport OperationsB2B SalesAmericas MarketCultural Sales ExperienceNetwork of Airline Relationships
About the role
Key responsibilities & impact- Develop and execute commercial strategy for assigned airline accounts and market segments across the Americas
- Develop mid- and long-term views of the passenger processing market, identifying trends, customer priorities and growth opportunities
- Manage complex sales opportunities autonomously and engage internal leadership when required
- Build and maintain pipeline, account strategies and actionable plans for priority airlines and opportunities
- Develop relationships with senior customer stakeholders and position AirOps as a strategic partner
- Coordinate Sales, Product, Solution Engineering, Consulting, Delivery, Operations, Legal, Finance and other teams
- Contribute market and customer insights to AirOps commercial and product strategy
- Manage pipeline, forecasting, opportunity qualification and deal execution
- Identify and develop new business opportunities with airlines and seaports in the Americas
- Own opportunities from identification and qualification through solution development, proposal, negotiation and contract signature
- Develop and position Seamless Travel, biometrics, identity, self-service bag drop, check-in, passenger-processing, airport/airline operational and consulting solutions
- Lead RFPs, RFIs and formal procurement processes
- Develop commercial and business cases demonstrating customer value, operational efficiency and passenger-experience improvements
- Expand existing customer relationships through additional solutions, services and capabilities
- Build relationships with airline executives and stakeholders across Airport Operations, Customer Experience, Digital, IT, Innovation and Procurement
- Understand customer strategy, operational challenges, investment priorities and technology environment
- Monitor customer satisfaction and identify partnership improvement opportunities
- Represent AirOps at customer meetings, industry events and conferences
- Monitor competitive developments and emerging trends in airline operations, biometrics, automation and passenger processing
- Act as commercial focal point for airline opportunities and coordinate internal teams
- Ensure customer requirements and market needs are reflected in proposed solutions
- Provide visibility on opportunity status, customer requirements, competitive positioning, commercial risks and executive support
- Ensure smooth transition from sales to implementation and delivery teams after contract signature
- Share airline market intelligence, customer insights and competitive information
Requirements
What you’ll need- 10+ years of professional experience, preferably including significant experience in complex B2B technology, airline, airport, aviation, travel technology or transportation-related sales
- Demonstrated experience developing and closing complex enterprise or technology solution sales
- Strong business development, negotiation and relationship-management capabilities
- Experience working with senior customer stakeholders and executive decision-makers
- Ability to navigate complex organizations and coordinate large, cross-functional sales processes
- Strong commercial acumen and ability to build customer value propositions and business cases
- Excellent communication, presentation and negotiation skills
- Fluent English
- Ability and willingness to travel throughout the Americas according to customer and business requirements
- Previous experience working directly with IT solutions at airlines, airports, seaports, or passenger-processing technology
- Knowledge of passenger processing, check-in, bag drop, common use, biometrics, digital identity or seamless travel
- Existing network of relationships within airlines in the Americas
- Experience selling solutions across multiple countries and cultures within the Americas
- Bilingual English/Spanish and/or English/Portuguese
- Experience with consultative or value-based selling of integrated software, hardware and professional services
Benefits
Comp & perks- Competitive remuneration
- Individual and company annual bonus
- Vacation and holiday paid time off
- Health insurances
- Other competitive benefits
- Professional development and online learning hubs with technical and soft skills training
- On-the-job training and formal learning activities
- Flexible work options: onsite, hybrid or fully remote
- Diverse and inclusive workplace
- Salary, bonus, equity, and benefits as part of the complete rewards offer