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Director, Business Development

The Director of Business Development works across functional teams to identify, source, evaluate and negotiate high-impact strategic partnerships in various segments throughout the Americas region (Canada, United States, and Latin America). This role requires a comprehensive understanding of Expedia Group’s products and services, and the ability to build and execute a pipeline by quickly qualifying targets, describing value propositions, performing financial analysis, and leading all facets of structuring and onboarding new partnerships. Key to the role is enthusiasm and hunger to grow Expedia Group revenues through new partnerships. Success to be measured by achieving commercial targets from optimized commercial relationships with some of the largest businesses in travel (online travel agencies, offline agencies, tour operators, etc.) and developing revenue opportunities in the non-travel sectors (e-commerce, loyalty, financial institutions, etc.). This role will work closely with technology, finance, and operation teams to position Expedia Group solutions successfully, including recommending integration approaches, support platform providers, assessing payment gateways, fraud/risk agents, reporting, and analytics.

Strong candidates are self-starters who enjoy variety in their work, can handle multiple priorities, can lead cross-organization workstreams, have a proven ability to communicate effectively, and have relevant experience in one or more of the following areas: consultative sales, product management, relationship management, and negotiation.

What you'll do:

• Independently developing a clear strategy and executing on a new business pipeline of targeted partners to achieve commercial targets. Create ambitious plans to build value for Expedia Group, partners, their travelers, and yourself. Effectively represent Expedia Group, including product capabilities, effective marketing strategies, partnership operations, and partnership optimization. Work collaboratively with various support teams to ensure successful new partner onboarding
• Building comprehensive commercial relationships with high-impact strategic partners to establish ongoing revenues for Expedia Group’s B2B business. Apply data-driven commercial acumen, including modeling historical production, growth trends, competitive positioning, and partner financial viability to qualify opportunities fully. Avoid over-utilizing support team resources until opportunities are comprehensively qualified
• Adherence to new business processes to successfully onboard partners. Stay updated on product and commercial support materials. Accountable for negotiating contract terms. Effectively collaborate with support teams within the scope of their domain. Take ownership of challenges and new initiatives to gain efficiency for onboarding partners continuously
• Proactively leading virtual teams and organizing resources until new partners are fully launched. Coordinate with account management to transition partners and continue to be available to support the partnership
• Demonstrating a passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar. Effectively collaborate across teams to influence product and process enhancements. Drive clarity and create momentum for doing better for our partners and their travelers
• Developing a public profile as an industry expert and trusted advisor, involving public speaking events, industry trades, and media opportunities

Who you are:

• 10+ years of relevant experience in consultative technical sales/business development functions. Proven sales/influence skills, balanced with consultative needs analysis/solutioning, financial competence, and technical sales skills
• Comprehensive knowledge of the travel industry, particularly related to loyalty programs and travel inventory distribution
• Previous experience with travel technologies, products, and operations, including a comprehensive understanding of Expedia's B2B vision and value propositions
• Demonstrated strength in communication, presentation, negotiation, and critical thinking skills
• Proven ability to operate independently, define objectives and structure, advocate for partners when appropriate, seek input when needed, and make sound business decisions
• Show a high degree of motivation and a positive outlook. The ability to work well both as an individual contributor and within team environments.
• Knowledgeable about the travel industry, particularly related to affiliate distribution programs
• Previous experience with travel technologies, products, and operations.
• Ability to effectively build relationships internally, and externally, particularly with decision-makers
• Flexibility to travel up to 30% of the time

The total cash range for this position in Austin is $223,000 to $312,500. Employees in this role have the potential to increase their pay up to $357,000, 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 Miami is $200,000 to $280,000. Employees in this role have the potential to increase their pay up to $320,000, 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 $200,000 to $280,500. Employees in this role have the potential to increase their pay up to $320,000, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

About Expedia Group

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™.

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Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you’re confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals to whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.

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, or veteran status. 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.