Sr. Director, Lodging Supplier Strategy & Partnerships

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Job Overview

TheSr. Director Lodging Supplier Strategy & Partnershipsis responsible for defining and executing Concurs lodging supplier strategy ensuring highquality competitive lodging content across Concur Travel products. This role serves as thesenior lodging subject matter expert owning executivelevel supplier relationships working with Product/Engineering on Concurs hotel product strategy and driving alignment across Product Engineering Procurement Customer Success and TMC/platform teams.

This position blendsstrategic leadership with handson execution requiring hotel product knowledge strong executive stakeholder management proven complex negotiations and the ability to influence across a complex travel ecosystem. The role plays a critical part in protecting Concurs market position enabling platform innovation reducing operational risk and driving revenue through supplier partnerships multisource strategies TripLink Hotel Connector (formerly CHS) and Trip Extras.

Reports to: President Concur Travel

Open to candidates located in the Washington DC area and across North America.

Key Outcomes

• Strong executivelevel supplier relationships that provide early visibility into lodging market and distribution changes
• Clear aligned lodging supply strategy supporting platform priorities customer requirements and monetization goals
• Improved speed and quality of crossfunctional decisionmaking across Product Engineering Marketing and Customer Success.
• Expanded and optimized lodging content access across direct suppliers aggregators GDS/TMC channels and partner ecosystems
• Increased adoption and revenue impact from partner lodging programs and trip addons

Core Responsibilities

Lodging Supplier Strategy & Executive Stakeholder Management

• Leadlodging supplier strategyfor Concur Travel acting as a senior internal authority on hotel supply distribution and product implications.
• Serve as theprimary executive interfacewith senior hotel aggregator and distribution leaders maintaining credibility and influence across the lodging ecosystem.
• Preserve and promote Concurs independent perspective and strategic voice across the hotel and broader travel landscape.

Business Development Prospecting & Contracting

• Prospect source and signhighvalue lodging supplier and ecosystem partnerships.
• Ownnegotiation and contractingof supplier and partner agreements including commercial terms performance expectations and compliance requirements.
• Structure agreements that support content quality integration readiness scalability and monetization objectives.

Product Partnership & Hotel Product Expertise

• Partner closely with Product to consult onhotel product strategy ensuring supplier capabilities align with customer needs competitive positioning and platform roadmaps.
• Provide expert input into hotel product gaps enhancements and competitive opportunities.
• Support the evolution and execution ofTripLink ensuring supplier participation and alignment with broader lodging strategy.

Hotel Connector (formerly CHS) & MultiSource Strategy

• Work with Product and Engineering to guide thestrategy execution and oversight of Hotel Connector including:
• supplier integrations and prioritization
• multisource adoption and enablement
• supplier partnerships training and communications
• Ensure integrations meet business priorities and align with platform roadmap objectives.

Ecosystem Alignment (TMC GDS Alliances)

• Support strategic alliances (includingAmex GBT Complete) while ensuring the newConcur Travel platformremains competitive and wellsupported
• Engage with distribution partners to explain product direction understand gaps and support customer migrations related to lodging.

CrossFunctional Enablement & Operational Excellence

• Provide crossfunctional support to Product Customer Care platform and Procurement teams by delivering:
• lodging market insights and supplier strategy context
• operational guidance related to hotel distribution and integrations
• support for invoicing payments and system integration workflows
• Reduce operational risk by improving supplier communication financial accuracy and integration alignment.

Revenue Growth & Trip AddOns

• Drive monetization opportunities through supplier and partner negotiations includingtrip addons at the end of the booking path.
• Help increase customer adoption of Hotel Connector and partner lodging products that improve traveler experience and support partner integrations.
• Negotiate suppliers aggregators and partners to strengthen program economics.

Thought Leadership & Industry Presence

• Represent Concur at industry conferences supplier meetings and customer engagements.
• Support preparation and strategic context for CFO/CEOlevel meetings with lodging partners.
• Reinforce Concurs position as a thought leader in lodging and travel distribution.

Compliance

• Ensure adherence to all corporate policies and standards.

Required Qualifications

Education

• BS/BAor equivalent relevant work experience.

Experience

• Proven experience managingexecutivelevel stakeholder relationshipswith hotel suppliers and/or lodging distribution partners.
• Deephotel product knowledge including how supplier capabilities distribution models and integrations impact customer experience.
• 5 yearsexperience in hotel supplier management within an OBT GDS TMC OTA metasearch platform aggregator or on the supplier side partnering with these entities.
• 5 yearsexperience negotiating complex partner or supplier agreements and managing ongoing partnerships.
• Demonstrated experience with:
• target identification and business case development
• contract negotiation and supplier onboarding
• integration planning and crossfunctional execution
• Strong knowledge of:
• hotel distribution strategies and compensation models
• GDS/TMC/corporate travel distribution landscape

Additional Requirements

• Ability to travel up to30%.
• Ability to pass a background check.

Critical Performance Competencies

• Executive presence and strong stakeholder management skills
• Strategic thinking paired with handson execution
• Advanced negotiation and analytical skills
• Ability to operate autonomously in a fastpaced ambiguous environment
• Strong relationshipbuilding skills across internal and external partners
• Ability to formulate strategy influence without authority and drive measurable results

Value Competencies

• Passion for and accountability to the customer
• Leadership through innovation
• Continuous improvement mindset
• Relentless commitment to winning
• Personal and corporate integrity

Physical and Cognitive / Mental Requirements

Concur is a dynamic fastpaced SaaS organization. Successful employees manage multiple priorities under tight deadlines and may work 40 hours per week with flexibility depending on role and business needs. Strong technical proficiency communication skills and discretion are required due to the customerfacing and commercially sensitive nature of the role.

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Requisition ID: 448156 Work Area: Marketing Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid