TRQ26-0829-01 - Deal Management

Role Summary - Principal Consultant - Airline/Airport Operations
We are seeking a highly experienced Principal Consultant to drive deal shaping, solution consulting, and transformation advisory in the airline and airport operations IT space. This role will partner with business leaders, technology teams, and aviation executives to define and structure large, complex deals, ensuring alignment of customer needs with differentiated solutions and value propositions.
Key Responsibilities
Deal Shaping & Solutioning
Lead the design and shaping of large-scale airline or airport operations IT deals (>$10M).
Work closely with sales, delivery, and product teams to create compelling, competitive, and executable solutions.
Translate operational pain points (crew, OCC, ground ops, maintenance, safety, APOC, passenger handling) into actionable IT roadmaps.
Client Engagement
Engage directly with airline and airport CXOs (COO, CIO, Head of Operations) as a trusted advisor.
Facilitate workshops to co-create transformation programs and align business/IT stakeholders.
Articulate value realization (OTP improvement, disruption recovery, passenger experience, cost savings, compliance).
Thought Leadership
Bring in best practices from global airline and airport IT transformations.
Develop industry points of view, case studies, and solution accelerators.
Build credibility through industry forums and client presentations.
Desired Candidate Profile
Experience:
12–18+ years in consulting / IT solutioning / airline or airport operations leadership.
Proven track record of shaping and closing large transformation deals in airline operations IT or airport operations IT.
Domain Knowledge:
Deep understanding of aviation operations functions:
Airline: Flight Ops, Crew, OCC, Ground Handling, Engineering & Maintenance, Safety & Compliance.
Airport: Airport Operations Center (APOC), passenger handling, airside/terminal operations, resource management.
Exposure to leading IT platforms (e.g., iFlight, Sabre, Amadeus, NetLine, Jeppesen, AODB, RMS, APOC systems, etc.).
Skills:
Strong deal shaping, solution design, and bid management skills.
Executive presence; ability to engage and influence CXO stakeholders.
Ability to bridge business outcomes with technology enablement.
Education:
MBA or equivalent preferred, with background in Engineering / Aviation / IT.