Principal Account Manager - Airline Domain

Director – Pre Sales

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. 

Director – Pre-Sales

Location: Mumbai

Role Overview

The Director – Pre-Sales is responsible for leading the global pre-sales function, supporting revenue growth by aligning customer needs with Accelya’s airline and financial technology solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.

Key Responsibilities

Leadership & Strategy

• Lead and mentor the global pre-sales team, ensuring high performance and alignment with business goals
• Define and execute pre-sales strategy to support pipeline growth and conversion
• Collaborate with Sales, Product, and Delivery teams to align offerings with market needs
• Establish best practices, tools, and frameworks for pre-sales excellence

Customer Engagement

• Engage with C-level stakeholders in airline and travel industry clients
• Understand customer business challenges and translate them into solution strategies
• Lead high-impact presentations, product demonstrations, and solution workshops
• Act as a trusted advisor during complex deal cycles

Solution Design & Proposals

• Oversee solution architecture, ensuring scalability and alignment with customer requirements
• Drive RFP/RFI responses, proposal creation, and value articulation
• Ensure solutions are competitive, financially viable, and technically sound
• Support pricing strategies and commercial structuring

Sales Support & Deal Management

• Partner closely with Sales to qualify opportunities and shape deals
• Contribute to account strategies and large deal pursuits
• Manage risk assessment and ensure compliance with client requirements
• Support contract negotiations with technical and solution inputs

Market & Product Alignment

• Provide feedback to Product Management on market trends and customer needs
• Stay updated on airline industry trends, competitors, and emerging technologies
• Represent the company at industry events, conferences, and client forums

Key Requirements

Experience

• 12–18+ years of experience in pre-sales, solution consulting, or enterprise sales
• Strong experience in airline, travel tech, fintech, or SaaS domains
• Proven track record of supporting large, complex, global deals
• Experience managing and scaling pre-sales teams

Skills

• Strong leadership and stakeholder management skills
• Excellent communication, presentation, and negotiation abilities
• Deep understanding of solution architecture and enterprise systems
• Commercial acumen with ability to influence deal strategy
• Ability to translate technical solutions into business value

Education

• Bachelor’s degree in Engineering, Business, or related field
• MBA or equivalent preferred

What does the future of the air transport industry look like to you? Whether you’re an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!

Experience Level

Executive Level