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Senior Market Manager
About the position
Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success. Expedia Group B2B connects partners across the travel industry to our leading technology, supply, and services - helping them deliver seamless travel experiences to their partners. 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. As a Senior Market Manager, you will manage and develop a segment of the portfolio to deepen partner relationships and grow accounts through strategic planning. You will act as a trusted advisor, take ownership of partner challenges, and coordinate internal and external solutions that deliver strong business outcomes. You may also lead negotiations for smaller accounts and share best practices across teams and regions.
Responsibilities
- Establish and foster trusted relationships with key decision-makers and influencers across partner accounts.
- Develop and manage dynamic local, regional, or chain-level account plans based on partner needs, industry trends, account value, and likelihood of success.
- Identify opportunities to strengthen and grow accounts, including cross-selling relevant products, services, and solutions.
- Lead partner discussions, progress reviews, fact-finding meetings, and feedback sessions to understand needs and demonstrate the value of Expedia Group’s offerings.
- Apply knowledge of the partner’s business, industry, market dynamics, competitors, financial drivers, and operational complexity to anticipate needs and influence decisions.
- Identify business issues and potential solutions, assess costs, benefits, risks, and financial implications, and build a clear rationale for recommended action.
- Explain standard contracts and terms, partner with legal resources on appropriate terms for simple contracts, and seek senior support when negotiating complex or short-term agreements.
- Replace simple or short-term contracts with complex, multi-year agreements where appropriate for the account or region.
- Travel to connect with partners face to face in assigned market (Bay Area)
- Align products, technology, and offerings to partner and market needs while maintaining a thorough working knowledge of Expedia Group’s portfolio and competitors’ strengths and weaknesses.
- Build productive relationships across the team, department, organization, and broader industry to support portfolio and organizational priorities.
- Represent Expedia Group at relevant industry events, support market or territory planning, and build the company’s profile in the assigned market where needed.
- Provide ongoing input to senior management on scalable solutions that improve process efficiency and partner outcomes.
Requirements
- 5+ years of relevant experience with a bachelor’s degree, or 3+ years of relevant experience with a master’s degree.
- A bachelor’s or master’s degree, or equivalent related professional experience.
- Proficient in English and, where applicable, the local language of the assigned market or markets.
- An impactful communicator who can present compelling rationales, influence stakeholders, handle objections, and move negotiations toward favorable outcomes.
- Effective sales techniques, including portfolio management, cross-selling, account planning, and strategic relationship development.
- Experience negotiating with director- and C-suite-level stakeholders and managing operational complexity.
- Understanding of how to consider issues from another party’s perspective, identify common ground, and evaluate the costs and benefits of possible solutions.
- Understanding the financial impact of decisions and how your role contributes to positive outcomes.
- Ability to build working knowledge of partner industries, market trends, economic challenges, competitive landscapes, products, technologies, and services.
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Paid time off
- Employee Assistance Program
- Wellness reimbursement
- Travel reimbursement
- Travel discounts
- International Airlines Travel Agent Network (IATAN) membership
