Manager, Business Development, Strategic Partnerships & Affiliates

Expedia Group; Seattle (WA); On-site; USD 137,000 - 192,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Paid time off

Employee Assistance Program

Wellness and travel reimbursement

Travel discounts

IATAN membership

Job summary

Expedia Group in Seattle is seeking a Senior Manager for the Strategic Partnerships & Affiliates (SPA) Business Development team.

You will own the end-to-end sales process for high-value partnerships, negotiate contracts, and align partner needs with Expedia Group products, while tracking industry trends and coordinating with finance, legal, and product teams.

Qualifications

• Experience in strategic partnerships/business development within travel/tech.
• MBA or related degree preferred; or equivalent professional experience.
• Strong communication and negotiation skills for executive-level engagement.

Responsibilities

• Own end-to-end sales process for high-value opportunities, from identification to closing.
• Establish trust and build long-term relationships with key stakeholders in target organizations.
• Create tailored solutions that align partner needs with Expedia Group products for win-win results.
• Lead commercial negotiations and contract development with internal partners (Finance, Legal, Marketing, Advertising).
• Continuously assess travel market trends to identify growth opportunities and inform strategy.
• Collaborate with cross-functional teams to align roadmaps and secure buy-in from leadership.

Skills

Strategic Partnerships

Business Development

Negotiation

Data-driven decisions

Cross-functional collaboration

Education

MBA or related degree

Job description

At Expedia Group, we help travelers explore the world, one journey at a time. As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business.Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy. Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work. Join us and build for travelers everywhere.Introduction to the Team: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’.Make An Impact!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.In This Role You Will:Report into the Director of Business Development, you’ll be responsible for owning the end-to-end sales process for high-value opportunities, from initial identification and outreach to pitching, partnership development, negotiation, and closing.Establish trust and build strong, long-term relationships with key stakeholders within target organizations, understanding their unique challenges and customersCreate tailored solutions that ensure alignment between partner needs, customer journeys, and EG products that deliver win-win-win B2B2C partnershipsDevelop and own commercial negotiations and contract agreements, collaborating closely with internal business partners (Finance, Legal, Marketing, Advertising, etc.) to secure new partnershipsContinuously assess travel market and consumer trends, industry developments, and competitor activity to identify segments and opportunities for growthPartner closely with internal stakeholders, securing buy-in and influencing other team’s goals and roadmaps to support business development effortsServe 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 negotiationsExperience and Qualifications:A commercially minded professional, critical thinker, relationship builder with success in strategic partnerships/business development within a fast-paced, highly matrixed environmentAn inspiring team member, you have proven experience in leading, influencing, and mobilizing multiple internal stakeholders (including top executives) and priorities in a constantly changing environmentDemonstrated ability to make data driven decisions and create a compelling narrative leveraging data and insights to influence decision making and strategiesNatural ability at identifying market/partner needs, diving deep into technical details, and translating into a business case in partnership with the product and engineering teamsThrive in cross-functional environments to get things done. Collaborates and builds relationships at multiple levels across peer groupsHave an entrepreneurial, growth mind-set, with high level of ambition and ability to challenge the status quo and think outside the boxExcellent communication, negotiation, and presentation skills, with the ability to persuade for positive outcomes8+ 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 experienceThe total cash range for this position in Seattle is $137,000.00 to $191,500.00. Employees in this role have the potential to increase their pay up to $219,000.00, 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 Chicago is $127,500.00 to $178,500.00. Employees in this role have the potential to increase their pay up to $204,000.00, 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 Austin is $137,000.00 to $191,500.00. Employees in this role have the potential to increase their pay up to $219,000.00, 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.Benefits and perksExpedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life .Accommodation requestsExpedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation .About Expedia GroupExpedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.Important noticeEmployment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/ .Equal OpportunityExpedia 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, veteran status, or any other characteristic protected by law. 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.