Sr. Associate, Account Manager - Strategic Partnerships

Capital One; Richmond (VA); On-site; USD 101,000 - 115,000; Full time

Job summary

Capital One Travel seeks an Account Manager, Strategic Partnerships to manage a portfolio of hotel suppliers, onboard new partners, and drive growth across distribution channels. You will build account plans, analyze performance, and provide data-driven recommendations.

Collaborate with cross-functional teams to maintain strong partner relationships, ensure fair market share through pricing and promotions, and report insights to stakeholders in a fast-paced travel-tech environment.

Qualifications

• Bachelor's Degree or military experience.
• 5+ years in strategic account management with global hotel chains.
• 3+ years in enterprise sales and training.

Responsibilities

• Manage a portfolio of lodging supply partners and drive growth across distribution channels.
• Onboard new hotel contracts with the Strategic Chain team and leverage connectivity solutions.
• Create and deliver tailored account development plans, performance reviews, and reporting.
• Build consultative, long-term relationships with supply partners through regular communication.
• Analyze account performance and provide actionable recommendations.
• Track partner activity in Salesforce to ensure alignment and visibility.
• Share competitive intelligence and insights on trends and market dynamics.
• Take ownership of customer success initiatives and proactively resolve challenges.
• Deliver data-driven insights to internal stakeholders for brand partner presentations.
• Negotiate promotions and marketing fund opportunities with partners.

Skills

Account management

Hospitality knowledge

Data analysis

CRM tools

Education

Bachelor's Degree or military experience

Tools

Salesforce

Tableau

SQL

Job description

The Account Manager, Strategic Partnerships will be responsible for the day-to-day management, growth, and optimization of Capital One Travel’s portfolio of major hotel suppliers. Strategic Partnerships oversees the global hotel supply, and in this role, you will oversee a portfolio of existing accounts, onboard new partners, and be directly accountable for their performance. You will develop and execute account plans, communicate performance insights, navigate the connectivity landscape, and collaborate with internal stakeholders to maximize outcomes for your partners. This role requires a proactive, organized, and analytical individual who thrives on solving challenges, using data to prioritize, and building strong partner relationships. The ideal candidate is excited to work cross-functionally, drive measurable results, and support the fast-evolving needs of a growing travel tech company.

Capital One provides a fast paced, dynamic environment where you can excel in your career. At Capital One, diversity, inclusion & belonging are valued at our core, sparking and enabling us to do good for our associates, customers and communities. Guided by our shared values, we thrive in an environment where collaboration and openness are valued. We nurture an environment that attracts and develops talent from all backgrounds and experiences, and empower our associates to do great work by creating a culture of belonging that values diverse perspectives, fosters collaboration and encourages innovative ideas – and are routinely recognized as one of the best companies to work for.

In this position you will:

• Manage a portfolio of lodging supply partners and be accountable for driving growth and performance across Capital One Travel’s distribution channels.
• Partner with the Strategic Chain team to seamlessly onboard new hotel contracts, leveraging Capital One Travel’s connectivity solutions.
• Create and deliver tailored account development plans, performance reviews, and reporting.
• Build consultative, long-term relationships with supply partners through regular and open communication.
• Analyze account performance, identify areas of opportunity, and provide actionable recommendations.
• Track partner performance and interactions in Salesforce to ensure alignment and visibility.
• Share competitive intelligence and insights on local trends, customer needs, and market dynamics.
• Take ownership of customer success initiatives, proactively resolving partner challenges.
• Serve as the main day-to-day contact for hotel partners while collaborating closely with the Hotel Supply acquisition team.
• Deliver data-driven insights and recommendations to internal account stakeholders for presentation to brand partners.
• Monitor pricing, availability, and distribution metrics to ensure partners achieve fair market share.
• Negotiate and coordinate ad hoc promotions, discounts, and marketing fund opportunities with partners.

A strong candidate would demonstrate

• A “can-do” mindset with the drive to solve diverse challenges.
• Proven ability to manage and communicate across multiple hotel chain accounts.
• Strong understanding of hospitality business processes and their impact on travelers.
• A data-driven approach with curiosity to answer complex questions.
• A bias toward action, experimentation, and measuring impact.
• Exceptional communication and influencing skills with both internal and external stakeholders.
• Ability to work independently in an environment of evolving goals and priorities.
• Comfort thriving in a fast-paced, entrepreneurial setting.
• Detail-oriented with strong case-handling discipline.
• Comfortable working with high-volume, repetitive but critical tasks.
• Strong written communication for documentation and partner interactions.
• Persistent and resourceful in pursuing recovery opportunities.
• Comfortable working with with Salesforce or similar CRM tools.
• Familiarity with online travel agencies, distribution, or hotel revenue management.
• Familiarity with SQL, Tableau, or other data visualization and analysis tools.

Basic Qualifications:

• Bachelor's Degree or military experience
• At least 5 years of experience in strategic account management with global hotel chains
• At least 3 years of enterprise sales experience and training

Preferred Qualifications:

• 7+ years of experience and a successfully proven track record in B2B sales and business development within the luxury travel or hospitality industry
• Strong communication and collaboration skills
• Strong problem solving and influencing skills

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

McLean, VA: $111,200 - $126,900 for Sr Assoc, Business Development

New York, NY: $121,300 - $138,400 for Sr Assoc, Business Development

Richmond, VA: $101,100 - $115,400 for Sr Assoc, Business Development

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate’s offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website. Eligibility varies based on full or part-time status, exempt or non‑exempt status, and management level.

This role is expected to accept applications for a minimum of 5 business days.

Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws.

Capital One promotes a drug-free workplace.

Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City’s Fair Chance Act; Philadelphia’s Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.