Account Executive – Europe, Middle East, Africa
Based in Amsterdam, The Netherlands

The Account Executive, EMEA, will be responsible for profitably developing and enhancing ITA Software’s relationship with customers throughout the Region. Reporting to the Regional Vice President, EMEA / India, the Account Executive will have overall responsibility for the satisfaction of the designated customers and will be responsible for proposing and meeting the Company’s commitments to those customers.

Responsibilities:

1.  Provide Thought Leadership and Insights

• Maintaining a high level of knowledge of the Company’s products, services and capabilities, and identifying ways in which to match such offerings to the needs of the designated accounts; remaining knowledgeable about the Company’s pricing practices and value propositions relative to competitors.
• Identifying senior executives, decision makers and functional specialists throughout the designated accounts – building and maintaining meaningful, trusted relationships with them – so as to guide, influence and enhance their assessment of the Company, its products and services.
• Working with the Business Development team and supporting the Marketing / Strategy teams to provide meaningful insights and forecasts for the development of the designated accounts.

2.  Drive Business and Commercial Development 

• Managing, developing and enhancing the day-to-day relationship between the Company and the designated accounts.
• Ensuring that the Company meets its service level obligations to the designated accounts and being accountable for the overall satisfaction of those accounts. Ensuring that the technical requirements of the designated accounts are met and that the day-to-day and strategic technical issues are addressed.
• Devising and implementing strategies for successfully developing the Company’s business (and share of spend) within the designated accounts.
• Working with the designated accounts to better understand their requirements; preparing and delivering compelling presentations and proposals; and managing the interactions throughout the lifetime of the relationship.
• Working with the Business Development team to develop and recommend the structure and business terms for commercial proposals for the designated accounts.
• Supporting the negotiation of commercial agreements with the designated accounts (whether for extensions, renewals, amendments or for the sale of additional products and services).
• Developing and proposing annual and quarterly plans for the growth of such accounts.
• Reporting regularly on the development and performance of the designated accounts against agreed plans.
• Preparing and managing periodic reviews and forward planning sessions with each of the designated accounts.

3.  Participate Actively with the Team

• Coordinating and leveraging resources from other departments within the Company to ensure that the needs of the designated accounts are met, and that the Company’s commitments are delivered.
• Communicating actively within the Company and all relevant departments to ensure a thorough understanding of the needs, requirements and future potential of the designated accounts.
• Supporting the Company’s business development efforts generally and partnering with others in the Business Development team to share experiences and insights gained from the designated accounts.

4.  Performance measurement criteria

• The Account Executive will be responsible for growing the designated accounts through his/her actions and will be measured on revenue growth comparing current year revenue vs the previous year. The Account Executive will be expected to meet or exceed revenue growth targets developed for the given year by the Chief Commercial Officer.
• Additional criteria will be developed to assess performance based on Customer Satisfaction Survey results for designated accounts.

Special Knowledge / Skills Required:

• Proven abilities to manage self and others; to leverage and develop a multi-disciplinary team, potentially across multiple geographic locations. Strong problem solving and analytical skills, with a solution-oriented personality.
• Demonstrated business development and organizational skills, with experience of growing profitable business opportunities, building deep and meaningful relationships at all levels of organizations; and managing conflicting objectives and deadlines potentially across multiple time zones.
• Established interpersonal and communications skills, with a deep-rooted sense of personal integrity and overriding honesty.
• A driven, self-starter, capable of operating with minimal direct supervision or direction.

Additional Information:

The position will be based at the Company’s EMEA regional office in central Amsterdam. The Company has established a Dutch subsidiary and the successful applicant will be employed and remunerated by that subsidiary. A competitive remuneration package based on the prevailing conditions, policies and legislation in the Netherlands will be offered for this position.