Director, Solutions Sales Strategy

Travelport Candidate Experience site; Langley; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

25 days annual leave

Hybrid working model

Pension contribution

Private medical

Life assurance

Personal travel insurance

Job summary

Travelport is seeking a Director, Solutions Sales Strategy in Langley, UK. You will translate product capability into practical, customer-segment commercial plays that Sales can sell, customers can implement, and the business can monetize.

You’ll work at the intersection of Product Marketing, Product, Sales, Customer Success, Enablement and partners to craft scalable GTM actions. You’ll own segmentation, value propositions, monetization logic and packaging, shaping a repeatable, playbook-driven

Qualifications

• Senior GTM operator with extensive B2B tech or SaaS experience.
• Proven ability to translate product capability into customer value and monetization.
• Experience shaping pricing, packaging and sales motion for complex solutions.

Responsibilities

• Create segment-specific GTM solution plays for priority customer segments.
• Translate product capabilities into coherent customer solutions with monetization logic.
• Develop GTM playbooks and enablement briefs for seller training and field adoption.
• Define ICPs, target accounts, discovery questions and sales entry points.
• Build repeatable, scalable solution patterns and governance.

Skills

GTM strategy

Solution selling

Enterprise software

B2B SaaS

Pricing & packaging

Stakeholder management

Tools

CRM systems

Data analysis tools

Job description

DIRECTOR, SOLUTIONS SALES STRATEGY | LANGLEY, UK

Travel obsessed? Big tech fan? Hey, you’re in good company. If you want to be part of the industry that makes the world go round, then look no further.

Travelport is the brains behind lots of your travel bookings- plane, car or hotel. Our technology is used to book that magical holiday, infamous long-awaited bucket list trip or that overdue school reunion. While we can’t solve mosquito bites or lost luggage, we can simplify a lot of the technical parts of travel, and we’re looking for the best thinkers to help us do it.

We’re hiring right now for a Director, Solutions Sales Strategy! Search for #LifeatTravelport on LinkedIn and hear from our amazing team.

How you’ll make an impact:

As Director, Solutions Strategy & Commercialization, you will turn Travelport’s product capability into practical, customer-segment commercial plays that Sales can sell, customers can implement, and the business can monetize. This is a critical role in our GTM organization. You’ll sit at the intersection of Product Marketing, Product, Sales, Customer Success, Consulting, GCE, Enablement and our partner ecosystem, helping translate product-level value propositions into clear solution plays for priority customer segments.

You won’t be creating another layer of product messaging, and this is not a deck-building role. You own the commercial “how”: who we target, what problem we solve, how the solution is packaged, how customers adopt it, how we monetize it, and how the field takes it to market with confidence. You’ll help Travelport build a repeatable solution-selling engine taking customer problems, market signals and product capability, then shaping them into scalable GTM plays across areas such as Hotels, TMC, OTA, Consolidators, Airlines and Hotels and AI-enabled operational efficiency along other high-value growth opportunities.

This role is a force multiplier for Travelport’s commercial transformation: turning ambiguity into structure, product capability into customer value, and strategic ideas into executable revenue motions.

Your role in action:

Lead the creation of segment-specific GTM solution plays for priority customer segments, market opportunities and solution areas. Translate product capabilities into coherent customer solutions, making sure each play is grounded in real product readiness, commercial value and implementation reality. Define the customer problem, target segment, use cases, buying triggers, commercial opportunity, competitive context and sales entry point for each priority play. Shape how solutions are packaged and commercialized, including monetization logic, business case, pricing and packaging input, attach or upsell opportunities, adoption levers and sales prioritization. Build the customer implementation narrative, covering adoption path, operational impact, integrations, dependencies, support model and success measures. Create target-customer and account plans, working with Sales and Commercial teams to define the ICP, priority accounts, targeting rationale and recommended customer conversation strategy.

Develop GTM playbooks and enablement briefs that cover the solution narrative, qualification criteria, discovery questions, objection handling, proof points, customer outcomes and sales motion. Partner with Enablement to turn each GTM play into seller training, tools, readiness activity and field adoption. Create a stronger feedback loop from Sales, Consulting, GCE, Customer Success and other customer-facing teams back into Product Marketing and Product, helping the business understand what customers value, what is ready to sell and where gaps or roadmap dependencies exist.

Help build the solution-selling operating model: the process, roles, handoffs, measures and governance required to move from market signal to customer assessment, solution pattern, commercialization, delivery model, seller activation and measurable impact. Work with Product, Technology, Consulting, GCE and partners to distinguish what is reusable, configurable, custom or roadmap-dependent, with a bias toward scalable solution patterns rather than one-off bespoke work. Prove the model through live customer opportunities, not theory.

What success looks like:

Priority GTM solution plays are built, launched and adopted by Sales. Travelport has clearer and more consistent customer-segment narratives across priority plays. Sales teams understand who to target, what problem to lead with, how to qualify the opportunity, what proof points to use and how to position the implementation path. Product Marketing, Product, Sales and Enablement have a cleaner handoff, with Product Marketing owning the product “what”, this role owning the commercial “how”, and Enablement owning seller activation.

Priority plays move faster from product-level value proposition to executable sales motion. Target-account plans, discovery guides, solution narratives, commercial models and enablement briefs become repeatable assets, not one-off efforts. Pipeline, conversion, attach, adoption or revenue influence can be linked back to priority solution plays. The business starts to build real solution-selling muscle.

Could this be you?

• You’re a senior, commercially sharp GTM operator who knows how to turn complexity into clarity and strategy into execution.
• You have strong experience in complex B2B technology, SaaS, platform, marketplace or enterprise software environments.
• You understand how to translate product capability into customer outcomes, implementation plans, commercial value and revenue logic.
• You’re equally comfortable shaping a strategic narrative, interrogating a business case, working through pricing and packaging options, or getting into the detail of a target-account plan.
• You have strong commercial acumen across monetization, business cases, pipeline creation, target-account selection, adoption, attach, upsell and pricing / packaging input.
• You know how to partner credibly with Product, Product Marketing, Sales, Enablement, Customer Success, Consulting and senior commercial leaders.
• You can build structure where none exists - turning ambiguous opportunities into clear plans, clear ownership, clear customer stories and measurable sales motions.
• You are customer-obsessed. You want to understand how agencies, TMCs, OTAs, consolidators, suppliers and global travel partners actually operate, what problems they are trying to solve, and how Travelport can create practical value for them.
• You understand the difference between product selling and solution selling. You don’t start with features; you start with the customer problem, diagnose the real need, and then shape the right combination of product, platform, data, services, partner and commercial capability.
• You have strong storytelling and executive communication skills, with the ability to simplify complex ideas and influence across functions without relying on hierarchy.
• You have the discipline to build repeatable playbooks, but the commercial instinct to know when a live customer opportunity should shape the model.
• You’re hands-on. This is a Director-level role, but it is not a “strategy from the balcony” role. You will build, test, ship, measure and improve the work.
• You have a growth mindset, thrive in ambiguity and are motivated by building something new that changes how the business sells.
• Likely backgrounds include GTM strategy, commercial strategy, solution consulting, enterprise sales engineering, industry strategy, management consulting, revenue strategy, commercially oriented Product Marketing or senior solution-led commercial roles.
• Bonus points if you have experience in travel technology, GDS, NDC, travel marketplaces, TMC, OTA, hotel, supplier, agency or aggregator environments.

Discover why our teams love working here

Where do we start! Our benefits package includes:

We offer a package that includes 25 days annual leave per annum, hybrid working model, pension contribution, private medical, life assurance and personal travel insurance. We believe all employees contribute to the success of the company and should be able to share in that success, which is why all jobs are eligible to participate in our bonus program with any payouts being subject to individual and company performance.

Search for #lifeattravelport & #travelportGDL for our employee stories on LinkedIn!

Your journey at Travelport starts here.

We are an equal opportunities employer and will consider all qualified applicants purely on their skills and abilities.We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if needed.