Principal Account Management – LATAM Airlines

About the role

Accelya is looking for a Principal – Account Management professional to own and grow a portfolio of airline accounts across South America/LATAM. You will act as a senior commercial partner, shaping strategy, building trusted relationships with C‑suite stakeholders and driving revenue retention and expansion.

Key responsibilities

• Define and execute the account strategy and commercial plan for assigned airline accounts, aligned with regional objectives.
• Lead commercial engagements, develop key relationships and ensure high commercial integrity.
• Manage strategic airline relationships at board and C‑suite level, acting as a long‑term trusted partner.
• Develop robust account plans covering priorities, growth opportunities, renewal strategy and risk mitigation.
• Collaborate with sales, pre‑sales, product, delivery and customer success teams to deliver integrated outcomes.
• Utilise AI‑enabled tools (e.g., Microsoft CoPilot, Claude) to enhance account planning, renewal documentation and executive communications.
• Maintain disciplined operating cadence – pipeline, forecasting, account health and renewal tracking – and report regularly to the VP of Account Management.

Required profile

• 8–12+ years of proven commercial, sales or account‑management experience selling software or technology solutions to airlines.
• Demonstrated ability to win, own, run and grow strategic accounts.
• Deep knowledge of airline technology markets, modern airline retailing (OOSD) and NDC.

Required skills

• Microsoft CoPilot
• Claude (AI conversational tool)