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