Strategic Accounts Director, Seller - TPConnects Technologies

About TPConnects 
 
TPConnects(TPC) is a leading SaaS Travel Technology company headquartered in Dubai, UAE. Since our founding in 2014 we’ve been at the forefront of revolutionising airline retailing and distribution, empowering airlines and travel agencies to offer seamless booking and servicing experiences with dynamic personalisation capabilities. 
 
We are proud to support the industry’s shift toward Modern Airline Retailing through solutions built on IATA’s New Distribution Capability (NDC), One Order, ARM, and IFG standards. Our mission is to deliver flexible, innovative technology that adds value and accelerates time to market — free from the limitations of legacy systems.   
 
With over 200 team members representing more than 20+ nationalities across 14 countries, including 130 based in Dubai, we foster a vibrant, multicultural environment where talent is recognised and celebrated.   
 Join us to be part of a fast-growing, future-focused company shaping the next generation of travel technology. 
 
About The Role 
 
The Strategic Accounts Director is a position reporting directly to the VP Sales. This person owns the long‑term success, revenue growth, and executive‑level relationship management of the company’s highest-value seller accounts. This role combines strategic planning, consultative selling, cross‑functional leadership, and deep industry expertise to drive measurable business outcomes for both the client and the company. 
 
Missions
  1. Manage the TPC top seller accounts directly, aiming at growing the most valuable customer relationships. 
  1. Lead 2 teams:  
    1. Account managers handle customer relations through account management activities and project management.
    2. Implementation managers in charge of the onboarding of seller customers to TPC solutions. 
  1. Be accountable as a commercial leader for overall client retention and satisfaction, existing accounts revenue performance, and execution of the account management process. 
Main Responsibilities 
 
Team Leadership & People Management 
  • Mentor and develop a team of Account Managers responsible for day‑to‑day customer relationship management, project coordination, and account growth activities. 
  • Manage and support the Implementation Managers responsible for onboarding customers onto TPC IRIS and ASTRA API, ensuring smooth, timely, and high‑quality deployments. 
  • Establish clear expectations, KPIs, and development plans for both teams. 
  • Encourage a culture of accountability, collaboration, and customer‑centricity. 
Strategic Accounts Ownership 
  • Directly manage TPC’s top and most strategic seller accounts, acting as the senior point of contact and trusted advisor. 
  • Build and maintain strong multi‑level relationships with key stakeholders, from the Ops team to executive sponsors. 
  • Identify and drive expansion opportunities while putting in place strong ways of working and processes around account management and strategic project delivery.. 
  • Lead strategic business reviews (QBR), roadmap discussions, and long‑term planning with key clients. 
  • Align internal cross‑functional teams (product, engineering, support, operations) around customer priorities and commitments. 
  • Serve as the escalation point for complex issues, ensuring rapid resolution and protecting customer trust. 
Commercial leader responsibilities 
  • Own invoicing process and report on the financial performance of existing customers. 
  • Define, implement, and continuously improve TPC’s account management framework, tools, and methodologies. 
  • Ensure all account managers follow structured account planning, governance, reporting, and communication standards. 
  • Be the voice of the account management team within the TPC leadership team. 
Role Capabilities and Skills
  • Management skills for leading account management or sales teams. 
  • Influence and leadership: Comfortable working with senior stakeholders and C‑suite clients. 
  • Proven ability to manage multiple complex projects simultaneously. 
  • Strong command of project management methodologies (Agile, Waterfall, hybrid). 
  • Exceptional communication and relationship‑building skills. 
  • High level of organization, attention to detail, and problem-solving ability. 
  • Ability to analyze data, interpret insights, and present findings clearly. 
  • Advanced presentation skills, written and verbal communication for all types of stakeholders (ops to C-levels). 
  • Tools knowledge: MS Office, Confluence, Jira.  
Background expectations 
  • Master’s degree 
  • 10+ years of experience in account management, client services, or project management, preferably in a fast‑paced Travel Industry. 
  • Industry knowledge (GDS, TMC, Suppliers: Airlines/Hotels/Ground transportation, NDC) 
  • Previous experience with a well-known Travel corporation or GDS is a plus
  • Consulting or Project Management role at well-known consulting firms or in the Travel Industry, with a proven record in running procurement projects, Tool implementation, change management, and RFP management.