Global Account Manager – Travel Management Partners

About the role

The Global Account Manager (GAM) for Travel Management Company (TMC) partners will lead Etihad’s commercial strategy, account development and growth across a defined global portfolio of TMC partners. You will act as the primary point of contact for commercial performance, contracting, strategic engagement and revenue expansion.

Key responsibilities

• Own the global commercial relationship with TMC partners, serving as a central contact for strategic and operational matters.
• Develop and execute a global TMC sales strategy to drive revenue growth and capture new opportunities aligned with Etihad’s goals.
• Lead contracting and negotiation processes, including fare programs, overrides and incentive structures.
• Collaborate with Pricing, Revenue Management, Marketing and Distribution teams to ensure competitive and flexible offerings.
• Identify tactical sales opportunities and coordinate with regional teams to strengthen Etihad’s position as a strategic partner.
• Monitor performance using Salesforce and internal dashboards, flagging growth opportunities or account risks.
• Facilitate global commercial alignment, supporting regional sales teams and GSA partners.
• Lead Quarterly Business Reviews (QBRs) and performance reviews with TMCs, presenting insights and growth plans.
• Represent Etihad at industry events, conferences and trade summits relevant to the TMC sector.

Required profile

• Bachelor’s degree in Business, Aviation, Tourism or related field (Master’s preferred).
• 7‑10 years of B2B sales or account management experience, preferably in aviation, marine travel or global mobility.
• Strong understanding of the TMC/corporate travel ecosystem, seasonality, negotiation and contracting models.
• Proven track record of managing strategic accounts and delivering revenue growth.

Required skills

• Salesforce