Summary of the role

We are seeking a dynamic and experienced Pre-Sales Manager to join our team in the APAC region. The Pre-Sales Manager will play a crucial role in engaging with customers, providing pre-sales support, defining solutions, preparing proposals, and developing business cases. This role involves managing multiple opportunities, bids, and contract renewals, including those exceeding 10 million EUR.

In this role you'll / Your main responsibilities

• Customer Engagement: Build rapport and communicate effectively with customers to understand their objectives, challenges, and business requirements. Present solutions with authority and credibility, and prepare comprehensive proposals.
• Customer Empathy: Build rapport and communicate effectively with customers at all levels to understand their objectives, challenges, and business requirements.
• Continuity of Customer Engagement: Remain engaged with customers, Product, and Delivery teams to ensure the proposed solution is implemented as intended and only altered to meet evolving customer requirements through an agreed change management process.
• Solution Design: Leverage the Amadeus Airport IT portfolio to define sustainable solutions that meet customer needs. Ensure a smooth transition from sales to project implementation.
• Solution Presentation: Present solutions with authority and credibility to individual users and senior customers (up to C-level), demonstrating how these products address customer needs.
• Proposal Preparation: Develop and write solution proposals to address customer requirements expressed within RFPs/RFIs.
• Sustainable Solutions: Define sustainable solutions leveraging the Amadeus Airport IT portfolio and approved third-party vendor services to meet customer needs.
• Transition to Implementation: Work with Product and Delivery teams to ensure a smooth transition from the sales process to the implementation project.
• Business Case Development: Work with the Sales team to develop pricing models, understand cost drivers, and prepare detailed business cases. Manage risks and ensure continuity between business cases, proposals, and contracts.
• Value Analysis: Work with the Sales Manager to build and communicate a view on the key value elements the solution brings to the customer and quantify them based on the customer profile.
• Solution Pricing: Develop pricing (revenue model) for the proposed solution and ensure cost drivers are well understood to drive successful and efficient negotiations.
• Cost Model: Understand the full cost model associated with all elements of the opportunity and work with teams to identify costs for all hardware and services, including third-party services.
• Business Case: Prepare the Opportunity business case to provide a clear view on cost and revenue drivers to support Bid/No-Bid decision making.
• Risk Management: Detail and document risks for all opportunities, determine the impact of risk on business, and suggest proposed risk response strategies.
• Operational Management: Build and lead matrixed bid teams, ensuring high-quality work product deliverables.
• Leadership: Lead matrixed bid teams, ensure high-quality work product deliverables, and facilitate stakeholder engagement across various internal and external groups.
• Stakeholder Engagement: Facilitate stakeholder engagement between various internal and external groups, managing the diversity of interests and seeking assistance from senior leadership when appropriate.

About the ideal candidate

• Education: University degree (or equivalent) in Communications, Project Management, IT Engineering.
• Experience: Over 4 years of experience in a commercial role with activities closely linked to Project Management, Product Management, Solution Design, Bid Management, and/or Project Delivery.
• Travel Requirements: Up to 25-50% travel within the APAC region, with occasional travel to Europe.
• Skills: Strong MS Office skills, fluent in spoken and written English, good financial and accounting competencies, and strong knowledge of Airport Passenger Processing & Operational Systems.
• Competencies: Excellent communication, customer focus, business acumen, technical excellence, and the ability to build and maintain relationships.