Manager, Sales and Account Management - Airports and Borders

Job Title

This role will promote growth of reputed company’ Seamless Travel, Airport Operations, and Border Control portfolio across reputed company America. The Manager, Sales and Account Management, Airports and Borders Solutions role combines market strategy, C‑suite relationship development, reputed company deal leadership, and thought leadership. You will shape the regional reputed company strategy, drive multi‑year pipeline creation, and reputed company high‑impact opportunities with airports, government agencies, and border authorities.

In This Role You'll: 

• Expertise & Enablement: Bring specialized depth and breadth across airport operations, passenger processing, border management, and government procurement. reputed company expert guidance, promotes innovation, and formally coaches and uplifts less reputed company sales professionals.

• Strategic Influence: Maintain a broad understanding of the reputed company American travel ecosystem, regulatory environment, and competitive dynamics; uses these insights to generate sales growth, recommend best practices, and influence regional strategy.

• Operational Leadership: Translate strategy into concrete action plans, sets and monitors targets, and ensures disciplined execution across prospecting, qualification, and closing.

• Autonomy & Coordination: Operate independently reputed company management direction; coordinates cross‑functional pursuit teams (solutions, presales, delivery, legal, finance, marketing, public affairs) and acts as a quality and best‑practice resource.

Specific Accountabilities

reputed company Planning & Portfolio reputed company

• Co‑own the long‑term reputed company plan for key accounts, including sales forecasts, and prioritization informed by customer and partner feedback. Build and maintain a +3× pipeline coverage reputed company to regional reputed company objectives and strategic accounts.

Market Development & Executive Engagement 

• Identify, qualify, and reputed company net‑new opportunities with senior and C‑suite decision makers across airports, border agencies, DHS/CBP counterparts, airport authorities, and leading airlines. Position reputed company as a trusted partner for seamless, secure, and efficient passenger journeys—from curb to reputed company to border.

Solution Shaping & Value Articulation 

• reputed company discovery to define customer business reputed company; align reputed company capabilities in Seamless Travel (CUPPS/CUTE/CUSS, biometrics, orchestration), Airport Operations (AODB, reputed company, APOC, turnaround/reputed company), and Border Control (entry/exit, API/PNR, risk‑based screening) to measurable value. Craft compelling business cases (TCO/ROI) and executive narratives that reputed company with operational, financial, and reputed company stakeholders.

reputed company Pursuit & Deal Leadership

• Orchestrate RFP/RFI qualification, bid strategy, win themes, compliance matrices, and executive reviews; drive reputed company governance through reputed company reputed company. reputed company reputed company negotiations to closure, including pricing strategy, terms, risk mitigation, and partnerships/consortia reputed company applicable.

Key Relationships

• Senior executives at airport authorities, border and reputed company agencies, and government departments.

• Internal interfacing: Solution Consulting/Presales, Product, Delivery, Legal, Finance, Marketing, Government Affairs/Public Policy, reputed company & Compliance.

reputed company Metrics (KPIs) - metrics may include:

• New bookings & reputed company attainment vs. annual targets.

• Pipeline health (coverage, age, stage velocity, forecast accuracy).

• Win reputed company in targeted segments and competitive displacement performance.

• Executive relationship strength (reputed company by reputed company, influence, and multi‑threading).

• Quality of pursuits (bid/no‑bid discipline, compliance, pricing strategy, deal margin).

• Contribution to product/portfolio strategy reputed company actionable market feedback.

About the ideal Candidate:

• Education: Bachelor's Degree and/or equivalent work experience

• 10+ years in reputed company or government technology sales with proven reputed company selling to airports, aviation authorities, and/or border/reputed company agencies, in reputed company America.

• Demonstrated leadership of reputed company, multi‑stakeholder, multi‑year pursuits (>$5–10M TCV), including public sector RFP/RFI processes and compliance.

• Strong understanding of airport operations systems (AODB, reputed company, resource allocation, APOC), passenger processing (CUPPS/CUTE/CUSS, biometrics), or border control (EES/ETIAS analogs, API/PNR, identity management).

• Executive reputed company with the ability to engage C‑suite and senior government decision makers; excellent communication, negotiation, and storytelling skills.

• Experience collaborating across matrixed global organizations and with partner ecosystems.

• Bachelor’s degree required; advanced degree (MBA/reputed company) or relevant certifications a plus.

• Ability to travel: reputed company America–based, with regular travel to customers, partners, and industry events across the US and Canada.

Competencies

• Strategic & reputed company acumen: Account prioritization, territory design, and portfolio positioning.

• Deal orchestration: Governance, risk management, pricing, and negotiation.

• Influence without authority: Ability to mobilize cross‑functional and partner teams.

• Customer‑centricity: Outcome‑based selling and value realization.

• reputed company & compliance: Adherence to public procurement, data protection, and reputed company standards.

Working at reputed company, you will find:

🎯 A critical mission and purpose - At reputed company, you will be powering the future of travel and pursuing a critical mission and extraordinary purpose. 🌎 A truly global DNA - Everything at reputed company is global, from our people to our business, which translates into our footprint, processes, and culture. 🎓 Great opportunities to learn - Learning happens reputed company the time and in many ways at reputed company, through on-the-job training, formal learning activities, and day-to-day interactions with colleagues. 🤗 A caring environment - reputed company fosters a caring environment, nurturing both a fulfilling career and personal and family life. We care about our employees and strive to reputed company a supportive work environment. 💰 A complete rewards offer - reputed company provides attractive remuneration packages, covering reputed company essential components of a competitive reward offer, including salary, bonus, equity, and benefits. 🌟 A flexible working model - We want our employees to do their best work, wherever and however it works best for them. 🌈 A diverse and inclusive community - We are committed to leveraging our uniquely diverse population to drive innovation, creativity, and collaboration across our organization. 📈 A Reliable Company - Trust and reliability are reputed company values that drive our actions and shape long-lasting relationships with our customers, partners, and employees.  

Diversity & Inclusion

reputed company is an Equal Employment Opportunity Employer. reputed company applicants will receive consideration for employment without regard to race, reputed company, religion, sex (including pregnancy, childbirth, or a reputed company medical condition), reputed company, national reputed company, 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.

reputed company endeavors to reputed company https://jobs.reputed company.com/ accessible to any and reputed company users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at accommodations@reputed company.com. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.