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Global Account Management Leader

CAE - Homebush, NSW

Source: uWorkin


Role And Responsibilities

The airline industry faces pressures like few others - already tight margins, innovative airlines are now having to reimagine their economics and intelligent technology is at the heart of this transformation. We unleash insights for high performance crews through powerful optimization and mobile automation software. We ensure 1.5 million flights a year (and growing). We have an amazing central Ponsonby location, and exciting plans for growth and innovation as we are now part of the global CAE group .

CAE is a high technology company, at the leading edge of digital immersion, providing solutions to make the world a safer place. Backed by a record of more than 70 years of industry firsts, we continue to reimagine the customer experience and revolutionize training and operational support solutions in civil aviation, defence and security, and healthcare. We are the partner of choice to customers worldwide who operate in complex, high-stakes and largely regulated environments, where successful outcomes are critical. Testament to our customers’ ongoing needs for our solutions, over 60 percent of CAE’s revenue is recurring in nature. We have the broadest global presence in our industry, with approximately 10,000 employees, 160 sites and training locations in over 35 countries. www.cae.com

This fantastic role offers the best of all worlds – a high level of responsibility, great regional travel and working for a world leading industry innovator. The purpose of this role is to oversee the customer success and satisfaction for a number of our airline customers in Oceania, as well as leading the team globally. In this role you will take a strategic approach to account management – creating a mutual action plan oriented to customer success objectives, acting as a trusted advisor in the alignment of business challenges to our solution value, acting as a Sherpa to guide our customers to get the most from their merlot.aero partnership, and providing an escalation point for our customer success team. You will leverage your experience in value-oriented sales frameworks to ensure that we meet our revenue targets from these accounts whilst providing the highest level of service. You will interface with stakeholders at a variety of levels spanning airline executives to department leaders and functional managers. You will also efficiently complete account management processes including annual briefings, quarterly health checks, monthly steering committee meetings and any proposals/statements of work required to interface with our commercial and R&D teams.

Key Responsibilities Include

  • Leading regional account planning to provide reasonable and thorough revenue projections for key account budgeting purposes
  • Transforming our engagement with accounts to elevate the level of conversation to executive value-oriented solution selling. Build strong relationships with our key stakeholders.
  • Proficiently leveraging our B2B sales process/methodology, including pipeline, account planning, proposals and contracts
  • Understanding and thriving in solution selling for cutting-edge/future technologies - driving a lean style of constant experimentation and learning
  • Understanding holistic customer service and taking ownership in continually improving our customer Net Promoter/satisfaction scores
  • Working closely with the strategy team to align product roadmap, market research, and account-based-marketing capabilities efficiently and innovatively.
  • Experience in managing complex enterprise software accounts
  • Leadership and advisory of our team of account managers globally
If we were to describe the ideal person for the role, here are some of the attributes they'd have:
  • At least 5 years’ experience in complex B2B sales/account management
  • At least 3 years’ experience in enterprise Service (SAAS) solutions
  • A proven track record of hitting revenue targets in high growth environments
  • A love of talking to customers and inspiring engagement in a cutting-edge vision
  • Expert at value-based/business case selling
  • Your time management, multi-tasking and organizational skill are second to none
  • Great communication skills (with very high proficiency in English)
  • Airline industry experience
We are open to this position being based in either Australia or New Zealand.




CAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.

Equal Employment Opportunity

At CAE, everyone is welcome to contribute to our success. With no exception.

As captured in our overarching value "One CAE", we’re proud to work as one passionate, boundaryless and inclusive team.

At CAE, all employees are welcome regardless of race, nationality, colour, religion, sex, gender identity or expression, sexual orientation, disability or age.

The masculine form may be used in this job description solely for ease of reading, but refers to men, women and the gender diverse.