Business Solution Development, Director
Company: Expedia, Inc.
Location: Miami
Posted on: April 18, 2024
Job Description:
If you need assistance during the recruiting process due to a
disability, please reach out to our Recruiting Accommodations Team
through the Accommodation Request form . This form is used only by
individuals with disabilities who require assistance or adjustments
in applying and interviewing for a job. This form is not for
inquiring about a position or the status of an application.The
Senior Business Development Manager works across functional teams
to identify, source, evaluate and negotiate partnerships in various
segments throughout the Americas region (Canada, United States, and
Latin America).This role requires a comprehensive understanding of
Expedia Group's products and services, and the ability to build and
execute a pipeline by prospecting leads, comprehensive qualifying
targets, describing value propositions, performing financial
analysis, and leading all facets of structuring and onboarding new
partnerships. Key to the role is enthusiasm, market knowledge, and
hunger to grow Expedia Group revenues through new partnerships.
Success to be measured by achieving commercial targets from
optimized commercial relationships with some of the largest
businesses in travel (online travel agencies, offline agencies,
tour operators, etc.) and developing revenue opportunities in the
non-travel sectors (e-commerce, loyalty, financial institutions,
etc.). This role will work closely with technology, finance, and
operation teams to position Expedia Group solutions successfully,
including recommending integration approaches, support platform
providers, assessing payment gateways, fraud/risk agents,
reporting, and analytics. This role will also bring to market new
product offerings for Expedia and therefore requires ability to
work in unchartered territory.Experience with SaaS products and
Fraud Prevention as a Service is a plus.The ideal candidate is a
self-starter who enjoys variety in their work, can handle multiple
priorities, can lead cross-organization workstreams, have a proven
ability to communicate effectively, and have relevant experience in
one or more of the following areas: consultative sales, product
management, relationship management, and negotiation.Who You
Are:
- 8+ years for Bachelor's, 6+ years for Master's
- Proven sales/influence skills, balanced with consultative needs
analysis/solutioning, financial competence, and technical sales
experience.
- Comprehensive knowledge of the travel industry, particularly
related to loyalty programs and travel inventory distribution
- Previous experience with travel technologies, SaaS products,
and operations
- Demonstrated strength in communication, presentation,
negotiation, and critical thinking skills
- Proven ability to operate independently, achieve financial
targets, define objectives and structure, advocate for partners
when appropriate, seek input when needed, and make sound business
decisions
- Show a high degree of motivation and a positive outlook. The
ability to work well both as an individual contributor and within
team environments
- Ability to effectively build relationships internally, and
externally, particularly with decision-makers
- Flexibility to travel up to 30% of the timeWhat You'll Do:
- Independently develop a pipeline of new partnership
opportunities, ensuring attainment of set revenue targets.
- Effectively represent Expedia Group, including product
capabilities, effective marketing strategies, partnership
operations, and partnership solution definition. Work
collaboratively with various support teams to ensure successful new
partner onboarding and optimization.
- Build comprehensive commercial relationships with high-impact
strategic partners to establish ongoing revenues for Expedia
Group's B2B business. Apply data-driven commercial acumen,
including modeling historical production, growth trends,
competitive positioning, and partner financial viability to qualify
opportunities fully. Avoid over-utilization of support team
resources until opportunities are comprehensively qualified.
- Adherence to business processes to successfully onboard new
partners. Stay updated on product and commercial support materials.
Accountable for negotiating contract terms. Effectively collaborate
with support teams within the scope of their domain. Take ownership
of challenges and new initiatives to gain efficiency for onboarding
partners continuously.
- Proactively leading virtual teams and organizing resources
until new partners are fully onboarded. Coordinate with account
management to transition partners and continue to to support
partnership success.
- Demonstrating a passion for continuous self-improvement and
learning, sharing knowledge with the team to continue raising the
bar. Effectively collaborate across teams to influence product and
process enhancements. Drive clarity and create momentum for doing
better for our partners and their travelers.
- Develop potential product solutions and commercial tactics
based on partner needs and conduct broad analysis (e.g., pros/cons,
cost/benefit, risks, resources, timing) to determine the viability
of various alternatives.
- Demonstrate understanding of the financial impact of
decisions/solutions to drive projects and analyses that support the
organization's mission.
- Partner with legal resources to explain difficult concepts or
unique situations that require potential deviation from standard
contract terms; develop and negotiate appropriate contract
terms.
- Seek assistance from senior management to negotiate complex or
non-standard contracts.
- Act as subject matter expert for emerging SaaS products with
team members.Expedia Group recognizes our success is dependent on
the success of our people. We are the world's travel platform, made
up of the most knowledgeable, passionate, and creative people in
our business. Our brands recognize the power of travel to break
down barriers and make people's lives better - that responsibility
inspires us to be the place where exceptional people want to do
their best work, and to provide them to tools to do so.Whether
you're applying to work in engineering or customer support,
marketing or lodging supply, at Expedia Group we act as one team,
working towards a common goal; to bring the world within reach. We
relentlessly strive for better, but not at the cost of the
customer. We act with humility and optimism, respecting ideas big
and small. We value diversity and voices of all volumes. We are a
global organization but keep our feet on the ground so we can act
fast and stay simple. Our teams also have the chance to give back
on a local level and make a difference through our corporate social
responsibility program, Expedia Cares.If you have a hunger to make
a difference with one of the most loved consumer brands in the
world and to work in the dynamic travel industry, this is the job
for you.Diversity Statement:Expedia is committed to creating an
inclusive work environment with a diverse workforce. All applicants
will receive consideration for employment without regard to race,
religion, gender, sexual orientation, or national origin.#LI-EE1
The total cash range for this position in Miami and Chicago is
$165,000 to $232,000. Employees in this role have the potential to
increase their pay up to $265,000, which is the top of the range,
based on ongoing, demonstrated, and sustained performance in the
role. The total cash range for this position in Seattle is
$192,500.00 to $269,500.00. Employees in this role have the
potential to increase their pay up to $308,000.00, which is the top
of the range, based on ongoing, demonstrated, and sustained
performance in the role. If you need assistance during the
recruiting process due to a disability, please reach out to our
Recruiting Accommodations Team through the Accommodation Request
form . This form is used only by individuals with disabilities who
require assistance or adjustments in applying and interviewing for
a job. This form is not for inquiring about a position or the
status of an application. The Senior Business Development Manager
works across functional teams to identify, source, evaluate and
negotiate partnerships in various segments throughout the Americas
region (Canada, United States, and Latin America).This role
requires a comprehensive understanding of Expedia Group's products
and services, and the ability to build and execute a pipeline by
prospecting leads, comprehensive qualifying targets, describing
value propositions, performing financial analysis, and leading all
facets of structuring and onboarding new partnerships. Key to the
role is enthusiasm, market knowledge, and hunger to grow Expedia
Group revenues through new partnerships. Success to be measured by
achieving commercial targets from optimized commercial
relationships with some of the largest businesses in travel (online
travel agencies, offline agencies, tour operators, etc.) and
developing revenue opportunities in the non-travel sectors
(e-commerce, loyalty, financial institutions, etc.). This role will
work closely with technology, finance, and operation teams to
position Expedia Group solutions successfully, including
recommending integration approaches, support platform providers,
assessing payment gateways, fraud/risk agents, reporting, and
analytics. This role will also bring to market new product
offerings for Expedia and therefore requires ability to work in
unchartered territory.Experience with SaaS products and Fraud
Prevention as a Service is a plus.The ideal candidate is a
self-starter who enjoys variety in their work, can handle multiple
priorities, can lead cross-organization workstreams, have a proven
ability to communicate effectively, and have relevant experience in
one or more of the following areas: consultative sales, product
management, relationship management, and negotiation.Who You Are:
- 8+ years for Bachelor's, 6+ years for Master's
- Proven sales/influence skills, balanced with consultative needs
analysis/solutioning, financial competence, and technical sales
experience.
- Comprehensive knowledge of the travel industry, particularly
related to loyalty programs and travel inventory distribution
- Previous experience with travel technologies, SaaS products,
and operations
- Demonstrated strength in communication, presentation,
negotiation, and critical thinking skills
- Proven ability to operate independently, achieve financial
targets, define objectives and structure, advocate for partners
when appropriate, seek input when needed, and make sound business
decisions
- Show a high degree of motivation and a positive outlook. The
ability to work well both as an individual contributor and within
team environments
- Ability to effectively build relationships internally, and
externally, particularly with decision-makers
- Flexibility to travel up to 30% of the timeWhat You'll Do:
- Independently develop a pipeline of new partnership
opportunities, ensuring attainment of set revenue targets.
- Effectively represent Expedia Group, including product
capabilities, effective marketing strategies, partnership
operations, and partnership solution definition. Work
collaboratively with various support teams to ensure successful new
partner onboarding and optimization.
- Build comprehensive commercial relationships with high-impact
strategic partners to establish ongoing revenues for Expedia
Group's B2B business. Apply data-driven commercial acumen,
including modeling historical production, growth trends,
competitive positioning, and partner financial viability to qualify
opportunities fully. Avoid over-utilization of support team
resources until opportunities are comprehensively qualified.
- Adherence to business processes to successfully onboard new
partners. Stay updated on product and commercial support materials.
Accountable for negotiating contract terms. Effectively collaborate
with support teams within the scope of their domain. Take ownership
of challenges and new initiatives to gain efficiency for onboarding
partners continuously.
- Proactively leading virtual teams and organizing resources
until new partners are fully onboarded. Coordinate with account
management to transition partners and continue to to support
partnership success.
- Demonstrating a passion for continuous self-improvement and
learning, sharing knowledge with the team to continue raising the
bar. Effectively collaborate across teams to influence product and
process enhancements. Drive clarity and create momentum for doing
better for our partners and their travelers.
- Develop potential product solutions and commercial tactics
based on partner needs and conduct broad analysis (e.g., pros/cons,
cost/benefit, risks, resources, timing) to determine the viability
of various alternatives.
- Demonstrate understanding of the financial impact of
decisions/solutions to drive projects and analyses that support the
organization's mission.
- Partner with legal resources to explain difficult concepts or
unique situations that require potential deviation from standard
contract terms; develop and negotiate appropriate contract
terms.
- Seek assistance from senior management to negotiate complex or
non-standard contracts.
- Act as subject matter expert for emerging SaaS products with
team members.Why join us:Expedia Group recognizes our success is
dependent on the success of our people. We are the world's travel
platform, made up of the most knowledgeable, passionate, and
creative people in our business. Our brands recognize the power of
travel to break down barriers and make people's lives better - that
responsibility inspires us to be the place where exceptional people
want to do their best work, and to provide them to tools to do
so.Whether you're applying to work in engineering or customer
support, marketing or lodging supply, at Expedia Group we act as
one team, working towards a common goal; to bring the world within
reach. We relentlessly strive for better, but not at the cost of
the customer. We act with humility and optimism, respecting ideas
big and small. We value diversity and voices of all volumes. We are
a global organization but keep our feet on the ground so we can act
fast and stay simple. Our teams also have the chance to give back
on a local level and make a difference through our corporate social
responsibility program, Expedia Cares.If you have a hunger to make
a difference with one of the most loved consumer brands in the
world and to work in the dynamic travel industry, this is the job
for you.Our family of travel brands includes: Brand Expedia,
Hotels.com, Expedia Partner Solutions, Egencia, trivago, HomeAway,
Orbitz, Travelocity, Wotif, lastminute.com.au, ebookers,
CheapTickets, Hotwire, Classic Vacations, Expedia Media Solutions,
CarRentals.com, Expedia Local Expert, Expedia CruiseShipCenters,
SilverRail Technologies, Inc., ALICE and Traveldoo.Diversity
Statement:Expedia is committed to creating an inclusive work
environment with a diverse workforce. All applicants will receive
consideration for employment without regard to race, religion,
gender, sexual orientation, or national origin.#LI-EE1 The total
cash range for this position in Miami and Chicago is $165,000 to
$232,000. Employees in this role have the potential to increase
their pay up to $265,000, which is the top of the range, based on
ongoing, demonstrated, and sustained performance in the role. The
total cash range for this position in Seattle is $192,500.00 to
$269,500.00. Employees in this role have the potential to increase
their pay up to $308,000.00, which is the top of the range, based
on ongoing, demonstrated, and sustained performance in the role.
Starting pay for this role will vary based on multiple factors,
including location, available budget, and an individual's
knowledge, skills, and experience. Pay ranges may be modified in
the future. Expedia Group is proud to offer a wide range of
benefits to support employees and their families, including
medical/dental/vision, paid time off, and an Employee Assistance
Program. To fuel each employee's passion for travel, we offer a
wellness & travel reimbursement, travel discounts, and an
International Airlines Travel Agent (IATAN) membership. View our
full list of benefits . About Expedia Group Expedia Group (NASDAQ:
EXPE) powers travel for everyone, everywhere through our global
platform. Driven by the core belief that travel is a force for
good, we help people experience the world in new ways and build
lasting connections. We provide industry-leading technology
solutions to fuel partner growth and success, while facilitating
memorable experiences for travelers. Expedia Group's family of
brands includes: Brand Expedia, Hotels.com, Expedia Partner
Solutions, Vrbo, trivago, Orbitz, Travelocity, Hotwire, Wotif,
ebookers, CheapTickets, Expedia Group Media Solutions, Expedia
Local Expert, CarRentals.com, and Expedia Cruises. 2021 Expedia,
Inc. All rights reserved. Trademarks and logos are the property of
their respective owners. CST: 2029030-50 Employment opportunities
and job offers at Expedia Group will always come from Expedia
Group's Talent Acquisition and hiring teams. Never provide
sensitive, personal information to someone unless you're confident
who the recipient is. Expedia Group does not extend job offers via
email or any other messaging tools to individuals to whom we have
not made prior contact. Our email domain is @expediagroup.com. The
official website to find and apply for job openings at Expedia
Group is careers.expediagroup.com/jobs . Expedia is committed to
creating an inclusive work environment with a diverse workforce.
All qualified applicants will receive consideration for employment
without regard to race, color, religion, gender, gender identity or
expression, sexual orientation, national origin, genetics,
disability, age, or veteran status. This employer participates in
E-Verify. The employer will provide the Social Security
Administration (SSA) and, if necessary, the Department of Homeland
Security (DHS) with information from each new employee's I-9 to
confirm work authorization. Associate Market Manager - Athens,
Greece (fixed term contract)At Expedia Group, we're committed to
providing an inclusive and accessible recruiting experience for
candidates with disabilities. If you require an accommodation or
adjustment for any part of the application or hiring process,
please let us know by completing our Accommodation Request
form.
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Keywords: Expedia, Inc., Tamiami , Business Solution Development, Director, Executive , Miami, Florida
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