Associate Principal, Business Development - Travel and Hospitality

TELUS Digital; Boston (MA); Hybrid; USD 200,000 - 240,000; Full time

Job summary

TELUS Digital is seeking an Associate Principal, Business Development to lead relationships with key accounts in the Travel and Hospitality sector. In a hybrid capacity based in select U.S.

offices or remote with client travel, you will drive revenue growth and expand partnerships while coordinating with Marketing and Delivery leadership. You will identify opportunities, craft executive-level proposals, and cultivate C-level client relationships, traveling up to 25% for pitches and conferences.

Qualifications

• Proven experience leading relationships with strategic accounts in Travel & Hospitality.
• Track record of new logo acquisition and cross-selling.
• Excellent communication skills with executive presence.
• Willingness to travel up to 25%.

Responsibilities

• Identify target accounts to optimize TELUS Digital's services and communicate capabilities.
• Articulate product features to implement technology solutions successfully.
• Collaborate with Solutions Architects and Product teams to craft executive-level proposals and SOWs.
• Cultivate and extend existing C-level relationships with current clients.
• Respond to opportunities and team-sell through RFPs and other sales cycles.
• Advise internal teams on industry and vendor trends to stay positioned for clients.

Skills

Strategic relationship building

New logo acquisition

Executive communication

Travel readiness

Job description

Who We Are

Welcome to TELUS Digital — where innovation drives impact at a global scale. As an award-winning digital product consultancy and the digital division of TELUS, one of Canada’s largest telecommunications providers, we design and deliver transformative customer experiences through cutting-edge technology, agile thinking, and a people-first culture.

With a global team across North America, South America, Central America, Europe, Africa, and APAC, we offer end-to-end expertise across eight core service areas: Digital Product Consulting, Digital Marketing Services, Data & AI, Strategy Consulting, Business Operations Modernization, Enterprise Applications, Cloud Engineering, and QA & Test Engineering. From mobile apps and websites to voice UI, chatbots, AI, customer service, and in-store solutions, TELUS Digital enables seamless, trusted, and digitally powered experiences that meet customers wherever they are — all backed by the secure infrastructure and scale of our multi-billion-dollar parent company.

Location and Flexibility

This role will be in a Work From Near (Hybrid) capacity based in one of the following offices: Boston, MA, Columbus, OH, Charlottesville, VA, or Durham, NC, OR in a Work From Anywhere (Remote) capacity with travel to clients and TELUS Digital Solutions offices expected.

The Opportunity

The Associate Principal, Business Development role is responsible for leading relationships with key strategic accounts and for cultivating relationships with key prospective accounts. This role will focus on our Travel and Hospitality industry vertical. The Associate Principal will ensure that all aspects of account work, from strategic development to execution, exceed client expectations. While working with Business Development and Marketing leadership on a combination of product, brand, market, and sales strategies, the Associate Principal will coordinate new leads, field new business opportunities, and win new business.

TELUS Digital Solutions' Business Development team encompasses a range of skilled professionals who drive innovation and growth on the front lines of client engagement. As a team, we rally around three distinct areas in the client journey map: Prospecting, Pursuit, and Expansion. A few responsibilities across our team include: identifying new relationships and opportunities, nurturing ongoing relationships with client partners, contracting agreements, writing proposals, pitching our services to prospective clients, and more.

Responsibilities

The primary KPI for this role will be revenue growth (measured in both new logos and growth of existing accounts) alongside client satisfaction scores and team health on managed accounts.

• Identify target accounts to optimize services and communicate TELUS Digital's capabilities to clients
• Competently articulate product features to implement technology solutions successfully
• You’ll collaborate with our Solutions Architects and Product teams to craft executive-level proposals, pitches, and SOWs for prospective and existing clients
• Cultivate and extend existing C-level relationships with current clients
• You’ll team up with our delivery leadership to respond to opportunities and team-sell through RFP responses or other types of sales cycles
• Advise TELUS Digital’s internal teams on industry and vendor trends to remain well-positioned to assist our clients
• You must have the ability to travel up to 25% for client visits, pitches, and conferences
• Support go-to-market initiatives for the Travel and Hospitality practice, defining service offerings, developing marketing campaigns, and pursuing partnerships with leading solution vendors

Competencies

• Experience in a digital product professional services agency/consultancy engaged with F5000-level Travel and Hospitality client accounts
• Balance of both growth strategy project work as well as operational project responsibilities, including digital transformation
• Experience in net-new logo client acquisition and/or cross-selling within existing client accounts
• Self-driven and intellectual curiosity about the travel and hospitality market and trends
• Ability to identify and characterize business issues, while demonstrating a 'nose for value' to discern what is important
• Maintains the capability to scope and plan underlying analyses that will yield critical answers to the questions at hand. Understand the required data to complete the analysis and procure them accordingly. Analyze data and translate findings into meaningful insights and recommendations
• Ability to communicate and influence effectively across all levels of an organization
• Ability to communicate effectively and succinctly, both verbally and on paper, and across all levels of an organization. The ideal candidate excels in client relationships/communication and possesses the executive presence to influence appropriate senior stakeholders

Equal Opportunity Employer

At TELUS Digital, we are proud to be an equal opportunity employer and are committed to creating a diverse and inclusive workplace. All aspects of employment, including the decision to hire and promote, are based on applicants' qualifications, merits, competence and performance without regard to any characteristic related to diversity.

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Compensation Range: $200K - $240K