Sales and Account Manager, Airports and Borders

Job Title

Sales and Account Manager, Airports and Borders - Latin America and Caribbean

Position type: Permanent, Full time

Location: Miami or Bogotá

Job ID: R37575

Job family: Account Management

About Your Business Area/Department

The Sales and Account Manager, Airports and Borders - Latin America and Caribbean role focuses on technology solutions for airport operators and border authorities across Latin America and the Caribbean. Your primary market focus will be the Caribbean, where you will help customers connect their operational priorities with relevant solutions.

Summary of the role

You will grow our Airports and Borders business across Latin America and the Caribbean, with a primary focus on Caribbean markets. As a senior sales individual contributor, you will build trusted customer relationships and turn complex opportunities into sustainable growth.

In this role you’ll

• Shape and execute your territory plan, prioritizing Caribbean opportunities while developing growth across the wider Latin America and Caribbean region.
• Develop new and existing accounts through consultative selling, connecting airport and border-authority needs with relevant technology solutions and clear business value.
• Build trusted relationships with senior commercial, operational and technical stakeholders, understanding their priorities, and supporting informed buying decisions.
• Own complex sales cycles, including tender responses and commercial negotiations, working towards sound agreements and well-defined customer commitments.
• Work with solution specialists, product, delivery, and commercial colleagues to develop credible proposals and support a clear handover from sale to delivery.
• Maintain disciplined pipeline and reliable forecasts, using account insight to prioritize opportunities, identify risks, and guide your next actions.

Common accountabilities

• Has working experience and advanced and specialized technical/functional knowledge in own discipline. Understands how own area contributes to the business. Acts as a reference for colleagues with less experience and supports junior team members.
• Influences decisions related to own activity, anticipating dependencies and consequences in complex scenarios, contributes to transversal projects, proposes improvements to processes and is accountable for own and team commitments.
• Works independently within plan dictated by manager, with some guidance on most complex situations.

Specific accountabilities

• Develop existing accounts for the assigned small to medium customers, based on procedures defined.
• Monitor satisfaction, identify new opportunities and propose solutions to improve customer profitability/efficiency.
• Identify specific requirements and expectations for existing clients.
• Ensure that new products, product enhancements and overall solutions are developed and implemented within the agreed time frame.
• Monitor business costs.

About the ideal candidate

Required qualifications and capabilities

• You bring at least 10 years of relevant Airports IT and or Border Control IT technology or solution-sales experience, with a track record of developing accounts and closing complex enterprise opportunities.
• You can build senior stakeholder relationships, translate customer needs into compelling business value and negotiate commercial agreements across multi-stakeholder sales cycles.
• You bring strong territory-planning, opportunity-qualification and forecasting skills, with the ability to work independently and collaborate effectively across functions.
• You communicate effectively in English and can travel across the region to develop customer relationships and progress opportunities.

Preferred experience

• Experience with Caribbean markets and airport or border-authority customers, including an understanding of their operating environments and procurement processes, would be advantageous.
• Additional languages are a plus (Spanish and/or French).

Education and certifications

• Recommended educational background is a bachelor’s degree in business, marketing, engineering, information technology or a related field, or equivalent relevant experience.

Working at Amadeus, you will find

A critical mission and purpose - At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.

A truly global DNA - Everything at Amadeus 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 at Amadeu