Principal - Account Management

Accelya; Bogotá ciudad; Híbrido; COP 280.260.000 - 404.820.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

An open culture

Flexible working hours

Smart working: hybrid remote/office

Work-life balance

Multicultural environment

Descripción de la vacante

Accelya is seeking a Principal - Account Management to own and grow a portfolio of airline accounts across LATAM. You will drive commercial strategy, senior relationship management and revenue retention as an individual contributor reporting to the VP – Account Management, Americas.

You will engage with C-suite stakeholders and leverage AI-enabled insights to push renewal and growth. The role requires deep knowledge of airline technology markets, Modern Airline Retailing concepts, and experience

Formación

• Must have minimum 8 years in commercial, sales or account management
• Experience selling software or technology solutions to airlines

Responsabilidades

• Own account strategy and commercial plan for LATAM airline accounts
• Build and lead commercial engagements with key stakeholders
• Manage relationships at C-suite and board level
• Develop and maintain account plans including growth, renewal and risk mitigation
• Collaborate with cross-functional teams to deliver outcomes

Conocimientos

B2B software sales

Executive relationship management

Strategic account management

OOSD knowledge

NDC understanding

C-suite engagement

Airline technology markets

Educación

Bachelor's degree in Business/Engineering or related field

MBA preferred

Herramientas

Microsoft CoPilot

Claude

AI-enabled intelligence tools

Descripción del empleo

For more than 40 years, Accelya has been the industry’s partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster.

Principal – Account Management

South America/LATAM

Reports to: VP – Account Management, Americas

Role Purpose

As Principal - Account Management at Accelya, you will personally own and grow a portfolio of assigned airline accounts, driving commercial strategy, senior relationship management, revenue retention and expansion that supports Accelya's growth objectives. This is an individual contributor role, reporting to the VP – Account Management, Americas, with a mandate to lead from the front on your own accounts across Airlines in LATAM/South America

You will build and hold trusted relationships with senior airline stakeholders, including C-suite and board level, and act as a hands-on commercial partner across the customer lifecycle. You will bring strong airline technology market knowledge and the ability to articulate the commercial impact of Modern Airline Retailing (Offer, Order, Settle, Delivery - OOSD) and NDC, using AI-enabled commercial intelligence and data-led account planning to drive results.

Duties & Responsibilities

• Own the account strategy and commercial plan for your portfolio of assigned airline accounts, aligned to the regional Account Management strategy set by the VP – Account Management, Americas
• Build and lead commercial engagements within your account portfolio, developing key relationships and executing with strong commercial integrity
• Manage Accelya's most strategic airline customer relationships at C-suite and board level, acting as a trusted long-term partner
• Develop and maintain robust account plans across your portfolio, covering customer priorities, relationship mapping, growth opportunities, renewal strategy and risk mitigation
• Partner closely with the VP – Account Management, Americas and cross-functional teams, including Sales, Pre-Sales, Product, Delivery and Customer Success, to deliver joined-up outcomes for your accounts
• Drive AI-enabled commercial excellence within your portfolio, using tools such as Microsoft CoPilot, Claude or equivalent to strengthen account planning, renewal documentation and executive communications
• Maintain a disciplined operating cadence, covering pipeline, forecasting, account health and renewal tracking, reporting regularly to the VP – Account Management, Americas

Required Experience & Skills

• 8–12+ years of proven commercial, sales or account management experience selling software or technology solutions to airlines
• Proven new business experience, with ability to personally win, own, run and grow strategic accounts
• Deep expertise and understanding of airline technology markets and competitive commercial dynamics
• Experience of Modern Airline Retailing (Offer, Order, Settle, Delivery - OOSD)
• Outstanding executive stakeholder management experience, including C-suite and board-level relationships
• Bachelor's degree in Business, Engineering or related experience; MBA preferred

Preferred Experience & Skills

• Deep knowledge of the airline technology competitive landscape and commercial positioning of key players in the airline technology market
• Strong understanding of Modern Airline Retailing principles and NDC (New Distribution Capability), with the ability to articulate their commercial impact to airline stakeholders
• Familiarity with structured selling and account management methodologies such as Miller Heiman Strategic Selling, LAMP or equivalent
• Strategic use of AI-powered commercial intelligence, such as Microsoft Dynamics AI, Claude or equivalent, for account planning, renewal documentation and executive communications, to drive competitive advantage

What do we offer?

• An open culture with a creative and challenging opportunity to satisfy your intellectual needs
• Flexible working hours
• Smart working: a hybrid remote/office working environment
• Work-life balance
• An excellent, dynamic and multicultural environment to work in

About Accelya

Accelya is a leading global software provider to the airline industry, powering over 200 airlines with an open, modular software platform. Owned by Vista Equity Partners, we bring together 2,000+ employees across 10 global offices. We are proud partners of AWS and pioneers in NDC expertise. Find out more at www.accelya.com

What does the future of the air transport industry look like to you? Whether you’re an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!