À propos de ce poste
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This role is to ensure the Flightscape team succeed in our strategic objective of selling and managing customer relationships across the organisation (flight & crew planning, tracking for operators and roster and flight management tools for pilots and crew). These solutions are mission critical for airlines to operation and manage operations and costs.
The purpose of this role is to oversee the customer success and satisfaction for several of our airline customers in Australasia (including but not limited to, Australia, New Zealand, South Pacific and south Asia) and to be the day-to-day point of contact for Flightscape to expand the footprint and grow services sales and revenue opportunities.
In this role you will take a strategic approach to manage multi-level relationships – creating a mutual action plan oriented to customer success objectives, acting as a trusted advisor in the alignment of business challenges to our solution value, acting as a trusted partner to guide our customers to get the most from the partnership, and providing an escalation point for our customer success team.
You will leverage your experience in value-oriented sales frameworks and key existing relationships to ensure that we meet our revenue targets from these accounts whilst providing the highest level of service. You will interface with stakeholders at a variety of levels spanning airline executives to department leaders and functional managers. You will also efficiently complete account management processes including annual briefings, quarterly health checks, monthly steering committee meetings and any proposals/statements of work required to interface with our commercial and R&D teams.
Principal Accountabilities
Key Result Areas
Lead regional account planning to provide reasonable and thorough revenue projections for key account budgeting purposes
Transform our engagement with accounts to elevate the level of conversation to executive value-oriented solution selling
Leverage our industry solution experts/presales as part of a complex sales strategy
Be skilled at managing local partner relationships to your advantage including technology partners, service partners and trade partners
Proficiently leverage our B2B sales process/methodology including pipeline, account planning, proposals, and contracts
Understand and thrive in solution selling for cutting-edge/future technologies - driving a lean style of constant experimentation and learning
Understand holistic customer service and take ownership in continually improving our customer Net Promoter/satisfaction scores
Collaborate with cross functional teams and build target list of accounts for our Flightscape business including working closely with the strategy team to align product roadmap, market research and account-based-marketing capabilities in an efficient and innovative way
Meet and strive to exceed assigned sales quota through direct sale of all Flightscape products and services
Grow and manage assigned territory efficiently and effectively
Identify, build, develop and maintain customer and stakeholder’s relationships
Provide accurate pipeline management and reporting and execute tactical sales plans
Call on prospective customers and provide technical product information and demonstrations
Attend conferences and organize regional sales events to promote Flightscape visibility and generate leads and sales
Thoroughly learn and maintain current knowledge of Flightscape' products, services, and competitors’ landscape
Help establish and then comply with sales policies, pricing guidelines, and best practices for Flightscape' service offering
Become proficient with the Flight Services industry in the pursuit of individual and corporate goals
Maintain the highest standards of integrity and respect for co-workers, customers, and prospects.
Build on key existing relationships at strategic accounts to drive great spend and sales opportunities
Establish and maintain strong relationships with potential customers using your extensive specific skill sets and relationships in the region
Validate the customer’s need and budget allocation
Establish selling strategy for specific opportunities, teaming, partnership, work share
Flightscape is a dynamic environment. The key accountabilities of this position reflect the key results expected. It is not limited to the scope within this Job Description. All Flightscape employees are required to do whatever is reasonable to achieve the expectations of the position and to meet the needs of our organisation.
Knowledge and Experience
What you will bring to the job
What training, qualifications, skills and experience are required for any job-holder of this position?
Qualifications, Skills, and Experience
Essential
At least 5 years of experience within aviation related software solution business, preferably working with airlines on operational solutions in the region
At least 5 years’ experience in complex B2B Airline operational sales/account management
A strong individual brand and trusted relationships in key accounts in the region
Proven track record of hitting revenue targets in high growth environments
Proficient in talking with customers and inspiring engagement in a cutting-edge vision
Expert in value-based/business case selling
Proven experience in collaborating across multi-disciplinary teams and time zones
Strong ability in best-practices and standards for world class enterprise software sales
Strong time management, multi-tasking, and organizational skills
Airline industry experience
Great communication skills (with very high proficiency in verbal and written English and Bahasa/Indonesian)
Desirable
Experience in complex analytics software/AI/algorithms for planning, scheduling, constraints theory
Exposure to working within a global multi-national company.
À CAE, notre mission est claire : contribuer à rendre le monde plus sécuritaire. Depuis près de 80 ans, nous faisons progresser l’innovation en simulation, en formation et en préparation aux missions afin de soutenir des opérations critiques partout dans le monde. Grâce à des technologies avancées, nous aidons nos clients à travailler plus intelligemment, plus rapidement et de façon plus durable. Joignez‑vous à une organisation guidée par sa raison d’être, où les idées audacieuses sont encouragées, où la collaboration fait avancer les choses et où votre développement alimente notre réussite commune.
Régulier
CAE s’engage à offrir des chances égales à tous les candidats, sans égard à la race, à la nationalité, à la couleur, à la religion, au sexe, à l’identité ou à l’expression de genre, à l’orientation sexuelle, au handicap, à la neurodiversité, au statut d’ancien combattant, à l’âge ou à toute autre caractéristique protégée par la loi. Nous encourageons les personnes qui ne répondent pas à tous les critères à poser leur candidature. Des mesures d’adaptation raisonnables sont offertes au besoin — communiquez avec votre recruteur ou écrivez à CAECarrieres‑[email protected].
Déclaration de confidentialité
Nous utilisons parfois des outils appuyés par l’IA pour soutenir l’évaluation des candidatures, tout en gardant une prise de décision entièrement humaine. CAE remercie tous les candidats de leur intérêt. Toutefois, seules les personnes dont le profil et l’expérience répondent aux exigences du poste seront contactées.
