Manager, Business Development, Strategic Partnerships & Affiliates

Expedia; Washington; On-site; USD 150,000 - 210,000; Full time

Job summary

Expedia Group is seeking a Senior Manager for Strategic Partnerships & Affiliates (SPA) Business Development. You will own the end-to-end sales process, from initial outreach to closing multi-faceted partnership deals with major organizations.

You will build trusted relationships with senior stakeholders, craft tailored solutions across EG products, and lead commercial negotiations in partnership with Finance, Legal, and Marketing.

Qualifications

• Commercial mindset with proven ability to drive partnerships and revenue.
• Ability to build and maintain relationships with senior executives.
• Experience leading cross-functional teams and mobilizing internal stakeholders.
• Data-driven storytelling to influence decisions and strategy.
• Strong analytical skills to translate market insights into business cases.
• Excellent written and verbal communication; compelling negotiator and presenter.

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 aligning partner needs with Expedia Group products for win-win partnerships.
• Develop and own commercial negotiations and contract drafting with internal partners (Finance, Legal, Marketing, Advertising).
• Continuously monitor travel market and consumer trends to identify growth opportunities.
• Collaborate with internal stakeholders to secure buy-in and align roadmaps for BD efforts.
• Serve as the SPA Business Development subject matter expert across pipeline, partner evaluation, and deal structuring.

Skills

Commercial mindset

Relationship building

Stakeholder leadership

Data-driven decisions

Market/partner needs

Cross-functional

Growth mindset

Communication skills

Negotiation

Presentation skills

Education

Master's 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 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.
• An 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