Director, Strategic Partnerships

The Enterprise Solutions and Strategic Partnership team is responsible for managing some of Expedia Group’s largest B2B2C demand partner relationships.

The Director, Strategic Partnerships, will be a leader on the account management team responsible for managing one of Expedia's largest Financial Institution partnerships. This individual will have the strategic mindset of a general manager and work on a wide range of topics from managing the partnership P&L to identifying new business growth opportunities and leading in the E2E solutioning, selling, and contracting for new products. This person will also be responsible for helping to set strategic goals and direction for our business while working to influence, gain alignment, and deliver solutions across the internal matrixed Expedia organization as well as the external partner organization.  

The successful candidate will operate in a way that is both traveler- and partner-centric and have a vision to create differentiated and market leading travel products and services in the loyalty space.

What you’ll do: 

• Lead the vision and strategic planning for large enterprise partner accounts for the Expedia powered travel platform of the partner’s loyalty program 

• Team up with other Account and Product Managers to continually assess partner needs, requirements, and goals to identify, pursue, and prioritize new business opportunities consistent with Expedia Group’s strategy and aligned with the partner’s needs

• Ownership and responsibility of the end-to-end P&L of the account to deliver plan. Including profitability and sales, volume growth. Own and manage inputs that drive the P&L, focusing on demand initiatives that improve profitability and cost structure long-term

• Lead, organize and manage the partners and Expedia’s business rhythms and reviews (Monthly, Quarterly, Annual Plan) and weekly and bi-weekly working teams’ engagement

• Collaborate with Finance, Strategy, Product & Tech, Marketing, Customer Service & other Account Managers and Technical Account Managers to build and refine business cases and deals specific to our partner and lead decision-making processes

• Build ongoing internal processes, relationships, and knowledge to advocate for partner needs and requirements for new Expedia Group capabilities being developed for externalization.  In some cases will be account owner for driving execution and accountability on key initiatives

• Build strong partner relationships to become a trusted advocate and advisor in support of partner strategies and goals

• Lead and own commercial negotiations and contract structuring with other senior account leaders, in collaboration and consultation with Legal, Operations, Finance, Controllership and other Expedia and partner’s teams

• Leverage data and analytics to make rapid and informed decisions. Your ability to build business rigor by establishing key objectives that are clear and frequently communicated

• Create a vibrant, energized, and enthusiastic commercial culture for EPS Enterprise Solutions

• Coaching and developing other junior account management team members and setting goals and expectations for their role on supporting the partner 

Who you are: 

• You are enthusiastic and have strong leadership skills with the ability to influence across organizations at senior levels. You have the ability to push back or challenge internal and external partners and stakeholders while maintaining great relationships 

• You are curious and love to solve problems in a complex, ambiguous, and high growth environment.  You are a person energized by maintaining focus on key business goals and ability to deliver on a plan with constrained resources 

• You have a passion for partner interaction and collaboration, and desire to exceed what our customers demand of us 

• You have strong analytical abilities with high attention to detail. Ability to ramp up quickly and become an authority on our business 

• You have a minimum of 8-10 years of in-depth experience in senior level account management, sales, strategy, or partnerships roles

• Bachelor’s or master’s in business administration or related field; or equivalent related professional experience

• Strong strategic credentials and referrals a bonus