Manager, Business Development, Strategic Partnerships & Affiliates

11105 Expedia, Inc.; Seattle (WA); On-site; USD 137,000 - 192,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

Paid time off

Employee Assistance Program

Wellness and travel reimbursement

Travel discounts

IATAN membership

Job summary

Expedia Group is seeking a Senior Manager for Strategic Partnerships & Affiliates (SPA) Business Development in Seattle to identify and secure major partnerships. You will lead end-to-end sales with key decision-makers, develop strategic deals, and drive revenue across global teams.

The role requires 8+ years in partnerships/BD in travel/tech, MBA or related degree preferred, and strong negotiation and presentation skills. Travel and complex deal experience valued.

Qualifications

• 8+ years of experience in strategic partnerships or business development in travel/tech.
• MBA or related degree preferred; or equivalent professional experience.
• Proven ability to close complex deals and drive revenue.
• Excellent communication, negotiation, and presentation skills.
• Experience working across global teams.

Responsibilities

• Own end-to-end sales process for high-value opportunities: identify, outreach, pitch, negotiate, close.
• Establish trust and build long-term relationships with key stakeholders at target organizations.
• Create tailored solutions aligning partner needs, customer journeys, and EG products.
• Develop and own commercial negotiations with internal partners to secure new partnerships.
• Assess travel market and consumer trends to identify growth opportunities.
• Partner with internal stakeholders to secure buy-in and align team roadmaps.
• Serve as SPA Business Development SME across pipeline, partner evaluation, deal structuring, and contracting.

Skills

Strategic partnerships

Business development

Relationship management

Negotiation

Data-driven decisions

Cross-functional collaboration

Stakeholder management

Presentation skills

Education

MBA or related degree

Master's degree preferred

Tools

CRM software

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 customers.
• Create tailored solutions that ensure alignment between partner needs, customer journeys, and EG products that deliver win-win-win B2B2C partnerships.
• Develop and own commercial negotiations and contract agreements, collaborating closely with internal business partners (Finance, Legal, Marketing, Advertising, etc.) to secure new partnerships.
• Continuously assess travel market and consumer trends, industry developments, and competitor activity to identify segments and opportunities for growth.
• Partner closely with internal stakeholders, securing buy-in and influencing other team's goals and roadmaps to support business development efforts.
• Serve 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.

Experience and Qualifications

• A commercially minded professional, critical thinker, relationship builder with success in strategic partnerships/business development within a fast-paced, highly matrixed environment.
• A 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.

The 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 perks

• Medical, dental, and vision coverage.
• Paid time off.
• Employee Assistance Program.
• Wellness and travel reimbursement.
• Travel discounts.
• International Airlines Travel Agent Network (IATAN) membership.

Learn more about life at Expedia Group at https://careers.expediagroup.com/life.

Accommodation requests

Expedia 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 Group

Expedia 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.

Equal Opportunity Expedia 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.

Expedia Group (NASDAQ: EXPE) powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a force for good, we help people experience the world in new ways and build lasting connections. We provide industry-leading technology solutions to fuel partner growth and success, while facilitating memorable experiences for travelers.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™.

For more information, visit www.expediagroup.com.