Account Manager

CAE; Strathfield Municipal Council; On-site; AUD 100,000 - 140,000; Full time

Job summary

Dormont Manufacturing Co is looking for an experienced professional to manage customer relationships within the aviation sector across Australia and the region. This role involves significant interaction with airline executives to ensure customer satisfaction and growth in service sales.

The ideal candidate will possess at least 5 years of experience in aviation-related software solutions and a proven track record of meeting revenue targets. Excellent communication skills in English and Bahasa are essential.

Qualifications

• At least 5 years of experience within aviation related software solution business.
• Proven track record of hitting revenue targets in high growth environments.
• Excellent communication skills in verbal and written English and Bahasa.

Responsibilities

• Manage customer success and satisfaction for airline customers in Australasia.
• Lead regional account planning and provide revenue projections.
• Collaborate with cross-functional teams to align product roadmap and marketing.

Skills

Aviation related software experience

B2B Airline operational sales

Value-based selling

Time management

Communication skills

Job description

Overview

This role is to ensure the Flightscape team succeed in our strategic objective of selling and managing customer relationships across the organisation (flight & crew planning, tracking for operators and roster and flight management tools for pilots and crew). These solutions are mission critical for airlines to operation and manage operations and costs.

The purpose of this role is to oversee the customer success and satisfaction for several of our airline customers in Australasia (including but not limited to, Australia, New Zealand, South Pacific and south Asia) and to be the day‑to‑day point of contact for Flightscape to expand the footprint and grow services sales and revenue opportunities.

In this role you will take a strategic approach to manage multi‑level relationships – creating a mutual action plan oriented to customer success objectives, acting as a trusted advisor in the alignment of business challenges to our solution value, acting as a trusted partner to guide our customers to get the most from the partnership, and providing an escalation point for our customer success team.

You will leverage your experience in value‑oriented sales frameworks and key existing relationships to ensure that we meet our revenue targets from these accounts whilst providing the highest level of service. You will interface with stakeholders at a variety of levels spanning airline executives to department leaders and functional managers. You will also efficiently complete account management processes including annual briefings, quarterly health checks, monthly steering committee meetings and any proposals/statements of work required to interface with our commercial and R&D teams.

Principal Accountabilities

Key Result Areas

• Lead regional account planning to provide reasonable and thorough revenue projections for key account budgeting purposes
• Transform our engagement with accounts to elevate the level of conversation to executive value‑oriented solution selling
• Leverage our industry solution experts/presales as part of a complex sales strategy
• Be skilled at managing local partner relationships to your advantage including technology partners, service partners and trade partners
• Proficiently leverage our B2B sales process/methodology including pipeline, account planning, proposals, and contracts
• Understand and thrive in solution selling for cutting‑edge/future technologies - driving a lean style of constant experimentation and learning
• Understand holistic customer service and take ownership in continually improving our customer Net Promoter/satisfaction scores
• Collaborate with cross functional teams and build target list of accounts for our Flightscape business including working closely with the strategy team to align product roadmap, market research and account‑based‑marketing capabilities in an efficient and innovative way
• Meet and strive to exceed assigned sales quota through direct sale of all Flightscape products and services
• Grow and manage assigned territory efficiently and effectively
• Identify, build, develop and maintain customer and stakeholder’s relationships
• Provide accurate pipeline management and reporting and execute tactical sales plans
• Call on prospective customers and provide technical product information and demonstrations
• Attend conferences and organize regional sales events to promote Flightscape visibility and generate leads and sales
• Thoroughly learn and maintain current knowledge of Flightscape’ products, services, and competitors’ landscape
• Help establish and then comply with sales policies, pricing guidelines, and best practices for Flightscape’ service offering
• Become proficient with the Flight Services industry in the pursuit of individual and corporate goals
• Maintain the highest standards of integrity and respect for co‑workers, customers, and prospects.
• Build on key existing relationships at strategic accounts to drive great spend and sales opportunities
• Establish and maintain strong relationships with potential customers using your extensive specific skill sets and relationships in the region
• Validate the customer’s need and budget allocation
• Establish selling strategy for specific opportunities, teaming, partnership, work share

Flightscape is a dynamic environment. The key accountabilities of this position reflect the key results expected. It is not limited to the scope within this Job Description. All Flightscape employees are required to do whatever is reasonable to achieve the expectations of the position and to meet the needs of our organisation.

Knowledge and Experience

Qualifications, Skills, and Experience

Essential

• At least 5 years of experience within aviation related software solution business, preferably working with airlines on operational solutions in the region
• At least 5 years’ experience in complex B2B Airline operational sales/account management
• A strong individual brand and trusted relationships in key accounts in the region
• Proven track record of hitting revenue targets in high growth environments
• Proficient in talking with customers and inspiring engagement in a cutting‑edge vision
• Expert in value‑based/business case selling
• Proven experience in collaborating across multi‑disciplinary teams and time zones
• Strong ability in best‑practices and standards for world class enterprise software sales
• Strong time management, multi‑tasking, and organizational skills
• Airline industry experience
• Great communication skills (with very high proficiency in verbal and written English and Bahasa/Indonesian)

Desirable

• Experience in complex analytics software/AI/algorithms for planning, scheduling, constraints theory
• Exposure to working within a global multi‑national company.

Position Type

Regular

Equal Opportunity & Accommodations

CAE is committed to providing equal opportunities to all applicants, regardless of race, nationality, color, religion, sex, gender identity or expression, sexual orientation, disability, neurodiversity, veteran status, age, or other characteristics protected by law. We encourage applicants who may not meet every qualification to apply. Reasonable accommodations are available—contact your recruiter or email [e-mail] if needed.