Regional Director- North Asia, Airport & Border Authority

Job Summary

The Regional Director for North Asia (Japan, Korea and Greater China) is responsible for implementing the Sales & Account Management strategy and achieving the Annual Contract Value (ACV) and Total Revenue Values (TR) for a specific geography and customer cluster.

Reporting to the Head of Airport & Border Authority responsible for Asia Pacific, you will lead a team of Sales & Account Executives responsible for managing one or multiple existing customer accounts, sourcing new customer accounts, and acting as the key relationship point of contact, managing your own assigned accounts in parallel.

Success in this role is measured by revenue growth and requires the ability to position Amadeus to the customer. Working closely with teams across the Customer and Product Lifecycles to ensure customer satisfaction, retention and growth is a key responsibility.

Other KPIs include revenue, churn, customer satisfaction (NPS) and deal velocity for the accounts under your scope.

This role requires a leader who can implement long-term commercial strategies, foster a high-performance culture, impact internal and external stakeholders, and influence the customer to Amadeus’ advantage.

Main Responsibilities:

Sales motion and strategic planning

Generating new customers:

• Lead in the development of customer segmentation strategy for acquisition of new customers.

• Oversee the generation of new customers by the team , ensuring effort is focused on achieving the market expansion targets / strategic vision.

• Drive and schedule all pre-sales efforts for specific (strategic / large) customers (demos, PoCs, product development assessments)

• Articulate the value proposition of Amadeus solutions to customers (potential and existing)

• Coordinate with all stakeholders in Customer Lifecyle (Pre-sales, Customer Success Managers, Product Managers, etc.) to create unique product packages.

• Initiate and oversee deal management and contracting procedures with precision and efficiency.

• Win/loss analysis report to improve future strategy

Existing customers:

• Act as the executive sponsor and strategic advisor for accounts assigned.

• Map white space and expansion potential for geography and customer segment.

• Support upsell/cross-sell efforts in tandem with Customer Success Manager

• Develop account development plans (ADP) that aligns with Customer Success Plan (CSP)

• Drive business outcomes for customer

• Secure long-term commitments and renewals.

Customer Relationship Management

As a leader in Customer Relationship Management, you will be responsible for guiding and empowering your team to achieve excellence across strategic, interpersonal, and operational dimensions of customer engagement. Key responsibilities include:

• Strategic Relationship Building: Cultivate and maintain strong, trust-based relationships with customers through a blend of strategic planning, interpersonal engagement, and operational execution.

• Account Leadership: Lead the organization’s efforts to sustain and grow relationships with key decision-makers in strategic accounts, ensuring alignment with business goals and customer expectations.

• Stakeholder Engagement: Expand the company’s reach by developing rapport with senior customer stakeholders, fostering long-term partnerships and advocacy.

• Business Reviews & Insights: Work with your team to conduct regular business reviews to evaluate account performance, uncover growth opportunities, and share relevant updates, insights, and value-added information.

• Collaborative Planning: Facilitate workshops and joint planning sessions to co-create solutions, align on priorities, and drive mutual success.

• Customer Advocacy & Success Enablement: Act as the internal voice of the customer, actively supporting Customer Success Managers to promote product adoption, solution usage, and overall customer satisfaction

Talent Management and Engagement:

• Lead and mentor a team of Sales & Account Executives [Staff + Managers] to meet and exceed client and business expectations.

• Set clear goals, monitor performance, and provide regular feedback and coaching.

• Collaborate cross-functionally to ensure seamless service delivery and client satisfaction.

• Identify opportunities for process improvement and team development.

• Support recruitment, onboarding, and training of new team members.

Other, reporting and communication

• Continuously self-develop hard and soft skillset, Amadeus product knowledge and participate in training initiatives.

• Ensure customer issues are escalated and resolved in a timely manner.

• Update customer account information, ensuring data accuracy and that CRM tools are used effectively.

• Organize account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.)

• Actively share account information with the other stakeholders in Delivery, Product, Pre-sales and Customer Success teams.

Relevant Experience and Skills

• 16+ years of Domain / industry experience in Airport, Airport Operations, Borders, Technology, Solution (Hardware and Software) sales.

• Skills in focus: consultative selling, customer relationship development, business development, team management and mentorship

• Acquiring, cultivating and managing key accounts

• Demonstrated experience in translating organisational strategy into achievable objectives and mobilising teams to deliver results

• Ability to establish a solid and senior level network of contacts to enable to achievement of objectives. Faces and resolves escalations internally and externally.

Diversity & Inclusion

Amadeus aspires to be a leader in Diversity and Inclusion in the tech industry, enabling every employee to reach their full potential by fostering a culture of belonging and fair treatment, attracting the best talent from all backgrounds, and as a role model for an inclusive employee experience.  

Amadeus is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, ethnicity, sexual orientation, age, beliefs, disability or any other characteristics protected by law.