Account Director – Inflight Entertainment

About the role

The Account Director owns the commercial relationship with a strategic airline account, acting as the customer advocate within Thales. This senior position drives sustainable, profitable growth by building long‑term partnerships and expanding digital, connectivity and recurring services revenue alongside core IFE hardware.

Key responsibilities

• Serve as the lead commercial point of contact, building relationships with senior and C‑level airline stakeholders and ecosystem partners across the region.
• Develop and execute account plans, capture opportunities, and deliver order intake and margin commitments, including complex commercial negotiations.
• Drive the shift toward digital, connectivity and value‑based services, converting hardware sales into recurring revenue streams.
• Lead cross‑functional product teams, manage customer expectations, and ensure timely delivery of Thales solutions.
• Maintain accurate forecasts, CRM data, and conduct quarterly business reviews with airline executives.

Required profile

• 15+ years of sales, key account management or commercial experience in the airline or aviation industry.
• Proven track record managing large, complex B2B accounts with order intake in the tens of millions of USD.
• Experience selling IFE, inflight connectivity or onboard digital passenger experience products.
• Strong negotiation, communication and stakeholder management skills, with ability to operate autonomously.

Required skills

• Proficiency with Salesforce CRM.
• Advanced use of Microsoft Office suite.