Principal - Account Management

Accelya; Los Abades; Híbrido; COP 373.680.000 - 560.521.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Hybrid remote/office

Work-life balance

Multicultural environment

Open culture

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 relationships, revenue retention, and expansion as an individual contributor reporting to the VP – Account Management, Americas.

You will manage strategies, engage with C-suite stakeholders, and lead cross-functional teams to deliver value across the customer lifecycle leveraging AI-enabled tools and market intelligence.

Formación

• 8–12+ years of commercial, sales or account management experience with airlines or airline software.
• Bachelor's degree in Business, Engineering or related field; MBA preferred.
• Experience with Modern Airline Retailing (OOSD) and NDC is highly desirable.

Responsabilidades

• Own the account strategy and commercial plan for a portfolio of airline accounts.
• Lead commercial engagements and develop relationships with C-suite and board-level stakeholders.
• Manage key airline relationships and renewals with strong commercial integrity.
• Develop and maintain robust account plans covering priorities, growth, and risk mitigation.
• Partner with cross-functional teams to deliver joined-up outcomes for accounts.
• Leverage AI-enabled tools to strengthen account planning and executive communications.
• Maintain cadence on pipeline, forecasting, health, and renewals with senior leadership.

Conocimientos

Executive stakeholder management

Account management

New business development

Airline technology markets

OOSD/NDC knowledge

Educación

Bachelor's degree in Business or Engineering

MBA preferred

Herramientas

Microsoft CoPilot

Claude

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.

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
• 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!