Vice President - Account Management

For more than 40 years, Accelya has been the industry’s partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster.   Vice President – Account Management, Americas USA, remote / Miami, US Role Purpose As Vice President – Account Management, Americas, you will be the senior commercial leader responsible for Accelya’s airline customer relationships, revenue retention, expansion and account growth across the Americas region. You will define and execute the regional Account Management strategy, building trusted executive-level relationships with airline customers and ensuring Accelya delivers sustained value across the customer lifecycle. The role will focus on protecting and growing recurring revenue, expanding strategic partnerships, improving commercial discipline and ensuring Accelya is positioned as a long-term transformation partner to airlines. This is a highly strategic and hands-on leadership role. You will lead and develop a regional Account Management team, guide complex customer engagements, and influence matrixed teams across Sales, Pre-Sales, Product, Delivery, Customer Success, Operations, Engineering and Cloud. You will ensure Accelya’s solutions are aligned to airline business priorities, technical requirements and commercial transformation goals. The successful candidate will bring strong airline technology market knowledge, executive commercial leadership capability and a modern approach to account management, including the use of AI-enabled commercial intelligence, structured sales methodologies and data-led account planning. They will also be able to articulate the commercial impact of Modern Airline Retailing, NDC, airline digital transformation and Accelya’s open, modular platform strategy.

Own and execute the Account Management strategy for the Americas, ensuring alignment with Accelya’s regional growth objectives and recurring revenue goals Lead, coach and develop a high-performing regional Account Management team, building commercial capability, customer intimacy and disciplined account execution across the region. Take accountability for regional revenue performance, including retention, renewals, expansion, customer growth and revenue realization. Build and maintain trusted executive relationships with airline customers, including C-suite, commercial, digital, technology, finance and operational stakeholders. Lead from the front on strategic customer relationships, role modelling the partnership approach required for complex enterprise solution-selling in the airline technology market. Develop and maintain robust strategic account plans, ensuring clear customer priorities, relationship mapping, growth opportunities, renewal strategies, risks and action plans. Drive a disciplined operating cadence across pipeline, forecasting, account planning, deal reviews, customer health, renewal planning, deployment progress and revenue performance. Partner closely with Sales, Pre-Sales, Solution Consulting, Product, Delivery, Customer Success, Operations, Engineering and Cloud teams to deliver joined-up customer outcomes. Drive AI-enabled commercial excellence across the Account Management function, using tools such as Microsoft Dynamics AI, ChatGPT, Claude or equivalent to improve account planning, renewal preparation, executive communications, opportunity analysis and commercial insight. Use commercial analytics, customer health indicators and leading metrics to identify account risks, expansion opportunities and performance trends. Required Experience & Skills Significant senior commercial leadership experience in Account