Sales and Account Manager, Airports and Borders - Latin America and Caribbean
About the position
The Sales and Account Manager, Airports and Borders - Latin America and Caribbean role focuses on technology solutions for airport operators and border authorities across Latin America and the Caribbean. Your primary market focus will be the Caribbean, where you will help customers connect their operational priorities with relevant solutions. You will grow our Airports and Borders business across Latin America and the Caribbean, with a primary focus on Caribbean markets. As a senior sales individual contributor, you will build trusted customer relationships and turn complex opportunities into sustainable growth.
Responsibilities
- Shape and execute your territory plan, prioritizing Caribbean opportunities while developing growth across the wider Latin America and Caribbean region.
- Develop new and existing accounts through consultative selling, connecting airport and border-authority needs with relevant technology solutions and clear business value.
- Build trusted relationships with senior commercial, operational and technical stakeholders, understanding their priorities, and supporting informed buying decisions.
- Own complex sales cycles, including tender responses and commercial negotiations, working towards sound agreements and well-defined customer commitments.
- Work with solution specialists, product, delivery, and commercial colleagues to develop credible proposals and support a clear handover from sale to delivery.
- Maintain disciplined pipeline and reliable forecasts, using account insight to prioritize opportunities, identify risks, and guide your next actions.
- Develop existing accounts for the assigned small to medium customers, based on procedures defined.
- Monitor satisfaction, identify new opportunities and propose solutions to improve customer profitability/efficiency.
- Identify specific requirements and expectations for existing clients.
- Ensure that new products, product enhancements and overall solutions are developed and implemented within the agreed time frame.
- Monitor business costs.
Requirements
- At least 10 years of relevant Airports IT and or Border Control IT technology or solution-sales experience, with a track record of developing accounts and closing complex enterprise opportunities.
- Ability to build senior stakeholder relationships, translate customer needs into compelling business value and negotiate commercial agreements across multi-stakeholder sales cycles.
- Strong territory-planning, opportunity-qualification and forecasting skills, with the ability to work independently and collaborate effectively across functions.
- Effective communication in English.
- Ability to travel across the region to develop customer relationships and progress opportunities.
Nice-to-haves
- Experience with Caribbean markets and airport or border-authority customers, including an understanding of their operating environments and procurement processes.
- Additional languages are a plus (Spanish and/or French).
Benefits
- Attractive remuneration packages, covering all essential components of a competitive reward offer, including salary, bonus, equity, and benefits.
