Manager, Business Development, Strategic Partnerships & Affiliates

Expedia Group•Austin, TX

2d•$127,500 - $219,000

About The Position

Expedia Group B2B connects partners across the travel industry to our leading technology, supply, and services - helping them deliver seamless travel experiences to their customers. From airlines and hotels to financial institutions and other travel platforms, we power smarter, faster, and more impactful travel solutions through the most connected marketplace in the world. SPA is a flourishing business with bold growth ambitions, within the Expedia Group B2B business. We are uniquely positioned at the intersection of B2B and B2C marketing, with a growing portfolio of products that empower thousands of partners, brands, and individuals, to become successful in selling travel. Our team’s purpose is ‘to profitably extend the reach of Expedia Group’s brands and engage with travelers where they choose to discover and book travel, by enabling businesses and people to monetize their audiences through branded travel products’. Expedia Group is seeking a highly motivated and results-driven Senior Manager for the Strategic Partnerships & Affiliates’ (SPA) Business Development team. As Senior Manager, you will play a pivotal role in identifying and securing multi-faceted business opportunities for the company with major organizations. This individual will be responsible for establishing key relationships, cultivating strategic partnerships, and driving revenue by engaging with key decision-makers within target companies and verticals. The role will require a solid understanding of the sales cycle, consultative selling techniques, and the ability to close complex deals.

Requirements

A commercially minded professional, critical thinker, relationship builder with success in strategic partnerships/business development within a fast-paced, highly matrixed environment.
An inspiring team member, you have proven experience in leading, influencing, and mobilizing multiple internal stakeholders (including top executives) and priorities in a constantly changing environment.
Demonstrated ability to make data driven decisions and create a compelling narrative leveraging data and insights to influence decision making and strategies.
Natural ability at identifying market/partner needs, diving deep into technical details, and translating into a business case in partnership with the product and engineering teams.
Thrive in cross-functional environments to get things done. Collaborates and builds relationships at multiple levels across peer groups.
Have an entrepreneurial, growth mind-set, with high level of ambition and ability to challenge the status quo and think outside the box.
Excellent communication, negotiation, and presentation skills, with the ability to persuade for positive outcomes.
8+ years of experience with a preference for those with a strategic partnership, business development and/or similar role in a travel/technology company.
Experience working across global teams preferred.
Master of Business Administration or any related degree preferred; or equivalent related professional experience.

Responsibilities

Owning the end-to-end sales process for high-value opportunities, from initial identification and outreach to pitching, partnership development, negotiation, and closing.
Establishing trust and building strong, long-term relationships with key stakeholders within target organizations, understanding their unique challenges and customers.
Creating tailored solutions that ensure alignment between partner needs, customer journeys, and EG products that deliver win-win-win B2B2C partnerships.
Developing and owning commercial negotiations and contract agreements, collaborating closely with internal business partners (Finance, Legal, Marketing, Advertising, etc.) to secure new partnerships.
Continuously assessing travel market and consumer trends, industry developments, and competitor activity to identify segments and opportunities for growth.
Partnering closely with internal stakeholders, securing buy-in and influencing other team’s goals and roadmaps to support business development efforts.
Serving as the subject matter expert on SPA Business Development across all commercial areas such as pipeline development and strategy, partner evaluation, deal structuring, contracting, and negotiations.