• Business Development Manager, Americas

    Job Locations US-VA-Dulles
    Posted Date 1 month ago(12/4/2018 9:13 AM)
    Job ID
    # of Openings
    Marketing & Sales
  • Responsibilities

    The ATPCO platform powers pricing and rich content for modern flight shopping for over 400 airlines worldwide. As business development manager, you will be the face to the customer – helping to acquire new accounts and deepening relationships with existing clients. The BDM will have a proven track record of developing key accounts, cross-selling solutions, and closing new business. He/she has led sales and business development programs inside of either SaaS, enterprise software, big data, or information-as-a-service companies.

    The Business Development Manager (BDM) - Americas is responsible for engaging with existing and new customer segments to drive sales and manage partnerships while executing the organization’s sales and customer marketing initiatives.  Duties include

    •         Develop customer relationships for specific sales initiatives and goals; Track and monitor information using CRM
    •         Prepare and deliver sales presentations and product demonstrations to various levels of stakeholders at customers sites
    •         Help plan and manage sales campaigns in the Americas region according to Revenue Forecasts, Sales Plans and Go to Market strategies
    •         Manage and track sales and customer related activities; Adhere to CRM process and reporting standards and governance
    •         Liaise with North American and Latin American Regional Directors on delivery and reporting of appropriate sales and customer relationship initiatives to various divisional departments
    •         Assist Marketing resources in producing sales enablement and marketing content with a professional, relevant and succinct message
    •         Prepare sales presentations and status reports for corporate and divisional leadership
    •         Liaise with Product Teams to provide field intelligence and share product intelligence back to the Sales Team  
    •         Communicate status of projects and initiatives with Regional Directors
    •        Travel with Sales Directors, alone or with others to engage with key customer accounts
    •        Provide meaningful feedback in a timely and constructive manner
    • Help develop, monitor and manage to the regional sales plans and budgets 

    General Skills

    • Empowered: Must be a highly motivated, self-reliant individual who can work both independently and well with others to achieve results
    • Learner: Shows initiative to understand how new and existing ATPCO products are of value to the customer
    • Innovative: Finds creative ways to promote ATPCO’s sales and marketing objectives; continuously searches for improvements in how we can improve sales
    • Collaborative: Excellent interpersonal skills, clear communicator and good relationship builder with persuasive abilities to move stakeholders across the buyer community to action
    • Transparent: Clearly and accurately communicates with customers and other ATPCO employees


    Bachelors of Science and/or  Masters degree in related field; MBA preferred


    Additional Skills
    ·   Create polished messages both in spoken and written communications; Have excellent interpersonal, presentation and facilitation skills
    ·   Workload management: Effectively manage planned and unplanned workload to meet deadlines

    ·   Analytical: Ability to interpret and apply marketing research into sales initiatives

    ·   Expressive: Understanding of and demonstrated ability to express marketing promotions when presenting to a customer
    ·   Project Management: Develop clear scope of work and success criteria while managing multiple priorities, monitor progress, and evaluate results
    .   Organizational: Self-starter, results oriented and strong ability to work effectively across departmental and divisional lines

    ·   Fluent in English, Spanish and/or Portuguese would be an additional but important asset 

    ·   Familiariaty with the travel ecosystem and can “speak the language” of distribution

    ·   Five to seven years in account development and/or direct sales

    .   Prior industry experience working in SaaS, big data, enterprise software, or information-as-a-service


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