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About the Role
Sabre is an AI-native technology leader, backed by one of the world’s largest travel data clouds. We are seeking a Senior Principal, Sales & Account Management to join our global Airline Tech team, where innovation knows no borders. This team drives go-to-market strategies for modern airline software like the Sabre Mosaic offer and order platform across Japan. By helping carriers modernize legacy systems, we enable airlines to deliver personalized passenger experiences and grow high-margin revenue. With an inclusive culture and flexible work environment, we work together with boldness, curiosity and commitment so we can all win together.
Responsibilities
- Lead commercial negotiations and deal strategies for Sabre Mosaic offer and order solutions across top-tier Japanese airlines.
- Drive software adoption to help carriers modernize commercial operations and increase profitability.
- Guide executive stakeholders through complex retail transformations to align platform capabilities with long-term commercial goals.
- Collaborate with global product and engineering teams to ensure Japanese market requirements shape technology roadmaps.
- Build long-term commercial relationships with senior airline leaders across the Japanese market.
- Use generative artificial intelligence and workflow automation to streamline deal modeling, accelerate account planning and sharpen decision-making.
- Develop and execute mid-to-long-term sales strategies and account plans for key Japanese airlines.
- Lead proposal activities, price negotiations, and contract adjustments for large-scale deals.
- Understand customer commercial strategies, business challenges, and system environments to propose optimal solutions.
- Support airline digital transformation, retailing reforms, and profitability improvement initiatives.
- Deepen relationships with existing customers and drive the creation of new business opportunities.
- Share Japanese market requirements and customer feedback with global product and engineering teams.
- Reflect the Japanese market perspective in product strategy, development roadmaps, and implementation policies.
- Collaborate with sales, product, legal, finance, and delivery teams across the Asia-Pacific region and globally.
- Utilize new technologies such as generative AI, business automation, and data analysis to enhance account strategies and deal management.
Requirements
- Minimum 10 years of commercial sales or account management experience in travel technology, airline IT, or software as a service (SaaS).
- Deep expertise in airline technology solutions like Passenger Service Systems (PSS) or proven success selling complex enterprise software solutions to airlines in Japan.
- Good understanding of modern airline retailing concepts, including offer and order management, New Distribution Capability (NDC) and Application Programming Interfaces (APIs) is preferred.
- Native-level Japanese and business-level English communication skills to influence senior airline executives and cross-functional global teams.
- Proven ability to lead high-value commercial discussions, navigate complex organizational structures and build executive alignment.
- Practical experience using generative artificial intelligence, automation or analytics tools to increase productivity and elevate commercial strategy.
- Located in the Tokyo Metropolitan area due to the proximity to key customer’s headquarters.
- Experience in developing and executing mid-to-long-term account strategies for major corporate clients.
- Experience building relationships and negotiating with C-level executives and decision-makers at customer companies.
- Experience leading proposals, price negotiations, and contract adjustments for large-scale deals.
- Experience driving deals and projects by engaging multiple internal and external stakeholders within complex organizational structures.
- Knowledge or experience with Passenger Service Systems (PSS) or other airline core systems.
- Knowledge of Offer & Order Management.
- Knowledge of NDC (New Distribution Capability).
- Understanding of API integration and cloud-based solutions.
- Knowledge of airline operations such as reservations, ticketing, inventory, revenue management, customer management, and sales distribution.
- Experience involved in airline system upgrades or large-scale transformation projects.
- Willingness to incorporate new technologies such as generative AI, business automation, and data analysis into work.
Skills
- Generative artificial intelligence
- Workflow automation
- Offer and order management
- New Distribution Capability (NDC)
- Application Programming Interfaces (APIs)
Location
- Tokyo Metropolitan area
- Japan
Work Type
- Remote working arrangements for employees in Japan
- Hybrid
Experience Level
- Senior Principal
- Minimum 10 years of commercial sales or account management experience
Salary/Compensations
- Competitive compensation with performance-based incentives
Benefits
- Health insurance
- Pension
- Other social insurance coverage in line with Japanese requirements
- Paid annual leave
- Public holidays
- Other statutory leave
- Childcare support
- Family care support
- Parental leave support
About the Company
- Sabre is an AI-native technology leader, backed by one of the world’s largest travel data clouds.
- Built on an open, modular, cloud-native architecture, Sabre serves as the backbone for both established leaders and bold, new disruptors, guiding them to the next age of travel retailing through intelligent, connected, and personalized experiences.
- With AI at its core and operating at unparalleled scale, Sabre transforms insights into innovation, empowering airlines, hoteliers, agencies and other partners to retail, distribute and fulfill travel worldwide.