Director, OBT Partnerships
New
E
EngineCorporate travel technology
Location: Remote - USFull-TimeDirector
SalaryBase Pay Range
$195,000
—
$230,000 USD
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Job Details
- Experience
- 8–12+ years in business development, channel or strategic partnerships, or enterprise sales
- Required Skills
- Business Development
Requirements
- Bring 8–12+ years in business development, channel or strategic partnerships, or enterprise sales.
- Have a proven record of prospecting, negotiating, and closing complex deals.
- Bring experience selling to or working within TMCs, corporate travel, or travel technology; this experience is preferred.
- Have experience building and executing go-to-market strategy for a new product or channel from zero.
- Be comfortable working independently while priorities are still being set.
- Demonstrate cross-functional leadership, particularly with Product and Engineering.
- Be able to build business cases that influence product roadmap decisions.
- Bring executive communication, negotiation, and stakeholder management skills.
- Be able to represent the company externally at conferences and industry events.
- Working knowledge of TMC operations, GDS economics (Sabre, Travelport, Amadeus), and corporate travel programs is a plus.
Responsibilities
- Lead go-to-market strategy and execution for Engine OBT+ and its TMC partnership portfolio.
- Segment and prioritize the TMC market by size, GDS, client mix, and readiness to switch.
- Prospect, negotiate, and close strategic TMC partnerships from first outreach through contract, implementation handoff, and early launch.
- Structure commercial agreements, including commission, override, and content economics, and define value propositions, pricing and incentive inputs, and launch plans.
- Translate TMC opportunities into ROI business cases, including total cost of ownership versus incumbent tools, and define product requirements.
- Influence the product roadmap for GDS content, agent tooling, and expense and back-office integrations.
- Coordinate between TMC partners and Engineering, Supply, Implementation, Legal, Finance, and Support to move deals from concept to live bookings.
- Turn TMC and agent feedback into a repeatable sales playbook.
- Represent Engine at corporate-travel industry events and executive-level TMC meetings.
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