Job Title: Go-to-Market Specialist - Airport & Airline Operations
About the business: The AirOps business line delivers solutions and services to all players across the airport ecosystem: Airports, Airlines, Ground Handlers, Border Control, etc. The Go-to-Market (GTM) team is part of the newly created AirOps Product Marketing (PMM) department.
As a member of the GTM team, you will contribute to defining, leading and executing the brand new AirOps GTM strategy across all solutions, regions, and verticals. The GTM team will consist of several specialists, sharing and owning several roles, such as:
1. Assessing and analyzing Amadeus markets, footprint, clients and prospects, leveraging insights from market intelligence teams to build a go to market strategy.
2. Supporting sales teams in delivering the sales strategy (managing the business pipeline, facilitating interactions between the commercial and product sides, and ensuring that our portfolio meets customer demand and stands out in a competitive market).
3. Building specific GTM strategy at country level, contributing to the successful deployment of our solutions to prioritized markets.
Key Responsibilities:
Under the responsibility of the head of GTM (and sharing responsibilities with other GTM specialists), you'll contribute to defining & coordinating the AirOps GTM strategy into a consistent & single plan, working jointly with other PMM & AirOps functions, which includes:
1. Collaborate with other PMM teams, as well as Sales, Field Marketing and other functions to contribute to a consistent, data-driven, and customer-centric approach to GTM.
2. Formalize customer priorities across solutions, buying personas & decision makers.
3. Define acquisition / cross-sell / upsell plan, leveraging network effects (intra/inter verticals) & comprehensive strategies.
4. Identify effective channels to engage with customers, buying personas & decision makers (e.g. in-house sales, resellers, local lobbying).
5. Develop a comprehensive commercial plan by 2030, based on customer conversion likelihood.
6. Monitor and analyze GTM performances, using data and insights from the pipeline, win/loss analysis, and customer feedback.
7. Monitor the business pipeline and support sales teams.
8. Build country GTM plan based on prioritized regions.
9. Ensure strategy synchronization across functions, incl. marketing, support, delivery, training.
Within the PMM organization and as part of the GTM Team, act as one of the key points of contact of AirOps & the Travel Business Unit regions' Sales, Account Managers & Customer Success Managers, fostering internal collaboration and strengthening market feedback to Product Managers & PMMs.
About our ideal candidate:
1. At least 4 years of professional experience.
2. Background in sales enablement, sales support, go-to-market, or product marketing in a B2B IT environment; strategy consulting experience is also appreciated.
3. Knowledge of market intelligence and industry evolution.
4. Knowledge in go-to-market strategies: business models, expansion paths, customer profiles and segments, personas.
5. Fluent English - verbal & written communication skills.
6. Ability to work collaboratively with cross-functional teams in an evolving environment (intrapreneurship-like).
7. Communication, presentation, and influencing skills, with the ability to engage with different stakeholders, both internally and externally.
8. Problem-solving skills with a results-oriented mindset, using data and insights to drive decisions and actions.
What we can offer you:
1. A complete rewards offer - Amadeus provides attractive remuneration packages, covering all essential components of a competitive reward offer, including bonus, equity, pension plan, travel, life and healthcare insurance, as well as lunch and transport allowance and other benefits.
2. A truly global DNA - Everything at Amadeus is global, from our people to our business, which translates into our footprint, processes, and culture.
3. Great opportunities to learn - Learning happens all the time and in many ways at Amadeus, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues.
4. A caring environment - Amadeus fosters a caring environment, nurturing both a fulfilling career and personal and family life.
5. A flexible working model - We want our employees to do their best work, wherever and however it works best for them.
6. A diverse and inclusive community - We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization.
7. A Reliable Company - Trust and reliability are fundamental values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.
8. A critical mission and purpose - At Amadeus, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose.
Diversity & Inclusion: Amadeus is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or a related medical condition), ancestry, national origin, age, genetic information, military or veterans status, sexual orientation, gender expression, perception, or identity, marital status, mental or physical disability status, or any other protected federal, state, or local status unrelated to performance of work involved.
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Summary:
Location: Nice; Madrid; Lisbon - HQ (VB)
Type: Full time
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