Airlines Pre-Sales Sales Engineer - Offer Domain (Revenue Management & Dynamic Pricing focus)

Job Title

Airlines Pre-Sales Sales Engineer - Offer Domain (Revenue Management & Dynamic Pricing focus)

The Sales Engineer - Offer Domain (Revenue Management & Dynamic Pricing Focus) is a technical domain expert responsible for leading pre-sales solution engineering activities for Amadeus Offer domain solutions across airline customers and prospects, with a primary focus on Revenue Management and Dynamic Pricing capabilities.

The role contributes to Airlines commercial transformation initiatives spanning pricing optimization, offer optimization, modern retailing and revenue performance improvement. The Sales Engineer is expected to develop expertise across adjacent Offer domain capabilities over time, adapting to portfolio evolution and business priorities.

The role combines deep airline commercial expertise with strong technical capabilities to:

• translate customer requirements into solution architectures
• demonstrate how Amadeus solutions work in real environments
• ensure technical feasibility and differentiation.

The Sales Engineer leads technical discovery, solution design, demonstrations and bid/RFP management for complex airline revenue optimization initiatives.

Operating as part of the Airlines pre-sales team, the Sales Engineer partners with Sales & Account Executives and Solution Consultants to deliver technically sound, customer-centric solution proposals.

The role plays a critical part in

• Leading technical scoping and solution proposal activities
• Owning the technical response to RFPs and bids
• Demonstrating differentiated value of Amadeus solutions

In addition, the Sales Engineer contributes to pipeline creation and opportunity identification within the assigned domains.

The Sales Engineer is a senior individual contributor, providing technical leadership across opportunities and contributing to regional presales excellence.

Success in this role is measured by ACV impact, quality of solutioning and contribution to winning strategic deals.

Specific: Deep domain and industry knowledge

• Develop and maintain strong expertise across airline Offer domain solutions including:

_Inventory & Availability / Inventory Control

_Revenue Management

_Dynamic Pricing / Continuous Pricing

_Dynamic Pricing / Continuous Pricing / Pricing Optimization

_Offer Optimization and retailing capabilities

_Group Revenue Manager

_Commercial optimization solutions within the airline Offer domain

_Understand airline Offer domain transformation trends including modern retailing, dynamic offer creation and commercial optimization strategies

• Maintain strong understanding of:

_Airline revenue management flows and processes

_Pricing strategy and demand forecasting models

_Airline IT ecosystems

• Analyze market trends and competitive landscape to support positioning.
• Provide domain expertise to support engagement strategy and solution positioning
• Manage the formalization of functional requirements, initiate the change proposal process, ensure timely input for sizing, and contribute to the creation of commercial proposals.

Specific: Discovery & market knowledge

• Conduct and lead technical discovery workshops with customers to help identify needs and opportunities
• Understand airline systems, architecture and operational constraints.
• Analyze customer processes and identify solution (product and service) gaps and opportunities and suggest potential improvements
• Support qualification and shaping of opportunities.
• Engage with stakeholders such as:

_Revenue Management leadership

_Pricing and commercial strategy teams

_Commercial analytics teams

_Airline IT architecture teams

To understand business strategy, requirements, and challenges, and support the proposal of appropriate solutions

• Analyze existing airline systems and processes to determine how Amadeus solutions can address customer needs
• Support airlines in defining target-state Offer domain strategies and commercial transformation roadmaps

Scoping and proposal for off-the-shelf products or customized solutions

Lead functional and technical scoping workshops to identify and document all gaps and interfaces:

• Define the functional and technical scope of proposed solutions
• Gather detailed business and system requirements, identifying gaps between current capabilities and customer needs, mapping out all interfaces (internal and external) to be developed and / or integrated.
• Ensure all findings are clearly documented, validated with relevant teams and used as a foundation for solution design, effort estimation and project planning.
• Minimize functional and technical gaps throughout the sales engagement.
• Recommend solutions that optimize value for both the customer and Amadeus.

Coordinate with product, delivery, R&D and Competency Centers across the Offer domain to define scalable and technically feasible solutions:

• Collaborate with stakeholders to design and validate comprehensive solutions that meet customer requirements
• Align on technical feasibility, delivery timelines and resource availability.
• Gather input on product capabilities and roadmaps, ensuring integration and scalability considerations are addressed.
• Consolidate all elements into a cohesive, customer-ready proposal.
• Support the preparation and delivery of final proposal presentation, ensuring it reflects both strategic value and operational readiness.
• Coordinate the approval process ensuring sign-off of customer and Amadeus internal stakeholder groups.
• Produce high-level plans and provide high-level presentations on migration and implementation activity

Value proposition and demo for off-the-shelf products or customised solutions

• Produce and deliver customised solution-related presentations including product demonstrations, translating software features into benefits for solving customer business problems in order to maximize the customer's perception of solution value.
• Present unique selling points and value proposition.
• Collaborate with implementation and delivery teams to produce high level plans on migration and implementation activity.
• Create and validate proof of concepts with customer and prospects.
• Demonstrate capabilities such as:

_Demand forecasting / Revenue optimization

_Inventory optimization

_Dynamic and Continuous pricing

_Commercial optimization

_Revenue uplift through pricing and offer optimization

_Modern airline retailing capabilities

• Translate technical capabilities into clear airline business value

Other, reporting and communication

Regional business development for domain(s)

• Drive regional business development initiatives for Revenue Management and Dynamic Pricing
• Proactively identify and qualify customer opportunities and ensure timely handover to Sales & Account Executives.
• Lead customer presentations, articulating technical capabilities and business value.
• Monitor and report on opportunity pipeline within own domain.
• Contribute to Amadeus solution strategy and portfolio evolution by feeding market & customer solutions requirements to Product Marketing Manager, consolidating inputs from Solution Consultants to provide regional view.
• Whenever possible, analyze solution offerings of competitors and inform Product Management and IT Marketing accordingly.

Prioritisation of regional requirements

• Orchestrate decision making among the commercial team (SAE, SC, CSM) on the priority requirement list at regional level.
• Liaise with PMM and PM to represent regions in the communication and arbitration of regional priorities.

Support the Sales & Account Executive during the commercial and contractual negotiations:

• Ensure alignment between the proposed solution and customer requirements.
• Contribute to the preparation of commercial proposals, ensuring alignment with customer requirements and internal standards.
• Clarify technical or functional aspects of the product / solution during negotiation discussions.
• Review and validate the accuracy of deliverables, flagging any potential risks or feasibility concerns related to the proposed solution or service levels.

Communication

• Communicate clearly and effectively with Customer Lifecycle stakeholders addressing customer needs, requirements and solution design.

Other

• Continuously self-develop hard and soft skillset, Amadeus product knowledge and attend relevant trainings.
• Create specific Pre-Sales materials for own domain (e.g. discovery questions).
• Act as a trusted advisor to peers and junior team members, offering guidance, coaching, and constructive feedback to support their professional growth.
• Drive a culture of collaboration by documenting key learnings, facilitating knowledge exchange sessions, and promoting cross-functional insights
• Contribute to Offer domain go-to-market evolution by sharing customer feedback, market trends and regional business priorities

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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Skills

Analysis Skills, Business Development, Business Solutions, Business Strategy, Change Requests/Orders, Coaching, Communication Skills, Contract Negotiation, Cross-Functional, Customer/Client Research, Demand Forecasting/Planning, Diversity, Documentation, Ecosystems, Information Architecture, Inventory Management, Leadership, Market Trend Analysis, Marketing, Needs Assessment, Negotiation Skills, Operational Strategy, Partner Sales, Performance Management, Pre-Sales, Pricing, Problem Solving Skills, Process Analysis, Process Flow, Process Management, Product Demonstration, Product Management, Product Marketing, Product Planning, Product Positioning, Product Pricing, Project Estimates, Project Planning, Proof of Concept, Proposal Writing, Request for Proposals (RFP), Requirements Management, Research & Development (R&D), Resolve Customer Issues, Revenue Forecasting, Revenue Management, Sales, Sales Management, Sales Presentation, Sales Support, Sales/Support Engineering (SE), Solution Sales, System Architecture, System Migration, Systems Analysis, Technical Delivery, Technical Leadership, Technical Presentation, Technical Sales, Time Management, Value Selling

About the Company

Amadeus IT Group SA