Director – Technical Pre Sales (Airline/Travel Domain)

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. Duties and 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 Required Experience and Skills: 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 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 Preferred Experience and Skills: Experience in Technical Skills along with Airline is preferred What do we offer? Open culture and challenging opportunity to satisfy intellectual needs Flexible working hours Smart working: hybrid remote/office working environment Work-life balance Excellent, dynamic and multicultural environment About Accelya Accelya is a leading global software provider to the airline industry, powering 200+ airlines with an open, modular software platform that enables innovative airlines to drive growth, delight their customers and take control of their retailing. Owned by Vista Equity Partners long-term perennial fund and with 2K+ employees based around 10 global offices, Accelya are trusted by industry leaders to deliver now and deliver for the future. The company´s passenger, cargo, and industry platforms support airline retailing from offer to settlement, both above and below the wing. Accelya are proud to deliver leading-edge technologies to our customers including through our partnership with AWS and through the pioneering NDC expertise of our Global Product teams. We are proud to enable innovation-led growth for the airline industry and put control back in the hands of airlines. For more information, please visit www.accelya.com 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!