Job description
Position summary:
The Strategic Partnerships Team at Sojern is looking for a Senior Enterprise Sales Director to accelerate customer growth for Sojern’s Guest Experience Platform.
Reporting to the Senior Director, Strategic Partnerships, you will serve as a dynamic senior sales leader responsible for building a robust pipeline of enterprise hotel chains, management companies, and hotel group prospects looking for guest experience solutions. You will focus on medium to large hotel companies across the globe while also engaging with hospitality tech partners to uncover leads. Your primary function is to aggressively drive revenue growth for our Guest Experience Platform by actively prospecting, pitching, negotiating and closing high-value strategic partnership deals with global hotel chains and tech partners. You will also be required to work closely with commercial sales leaders focused on Sojern’s Media Platform, as well as develop strong relationships with internal cross-departmental resource & support teams. This position demands a deep understanding of the hospitality tech ecosystem, requires extensive relationships across the hospitality industry and a proven track record of success selling SaaS solutions into global hotel chains.
What you will do:
- Lead complex negotiations with key stakeholders to secure mutually beneficial partnerships.
- Develop and implement a dynamic sales strategy focused on securing major partnership agreements to position Sojern’s Guest Experience Platform as the premier solution for enterprise level hotel companies.
- Proactively identify and pursue new business opportunities through targeted outreach and networking.
- Forecast accurately and manage sales pipeline to achieve ambitious revenue targets.
- Build and leverage relationships with key decision makers and influencers within hotel chains across departments e.g. IT, CRM & Loyalty, Sales, Marketing & Revenue Management, etc.
- Collaborate closely with cross-functional teams, including Solutions, Product Marketing, and Commercial to position and ensure delivery of Guest Experience solutions.
- Provide regular reporting and analysis on forecasting and pipeline management.
- Maintain accurate records of sales activities in Salesforce.
- Serve as a subject matter expert on Sojern’s Guest Experience Platform and represent Sojern at industry events.
- Meet and exceed annual sales targets, focusing on increasing the adoption and usage of Sojern’s Guest Experience Platform.
Success Criteria:
- Expert negotiation skills: Demonstrated ability to negotiate and finalize complex enterprise deals.
- Proven deal closing track record: Consistent achievement of sales targets and successful closing of strategic partnerships.
- Deep understanding of the hospitality IT ecosystem: Possesses extensive knowledge of the structure, operations, and key players within hotel chains and competitive landscape.
- Strong hospitality relationships: Demonstrates a proven track record of building and maintaining relationships with key decision-makers within hotel chains.
- Technical expertise: Possesses a strong understanding of technical solutions that are essential to hotel operations.
- Strategic planning and execution: Develops and implements effective strategic plans to achieve sales objectives and knowledge of SaaS pricing models to fulfill RFP requests.
- Cross-functional collaboration: Effectively collaborates with internal teams to ensure successful integration and utilization of Sojern’s Guest Experience Platform.
- Sales acumen: Proven ability to identify, develop, and close high-value strategic partnerships that drive significant revenue growth.
- Communication and presentation skills: Communicates effectively and delivers persuasive presentations to senior hospitality executives, highlighting the unique benefits and value proposition of Sojern’s Guest Experience Platform.
What you bring to the table:
- Minimum of 10 years of experience in hospitality, selling technology solutions.
- 5+ years of SaaS leadership experience, with demonstrated ability to coach, lead, and motivate others.
- A strong understanding of Guest Journey/Experience tools including reputation management, virtual concierge, and guest marketing.
- Knowledge of digital media and distribution strategies across display, social, metasearch, SEM and e-mail.
- An analytical mind, comfortable with multiple BI platforms, including Salesforce and Tableau.
- Willingness to travel to industry events and customers on a regular basis.
What we have for you:
We take a whole-person approach to create a Sojernista Experience that allows our people to thrive, not just as employees, but as humans. As an employee of Sojern, you would benefit from this in the following ways:
- Rewards & Recognition: Competitive compensation packages, stock options offered to every employee, Bonusly program to reward and recognize team wins and performance, plus employees can take up to 40 hours of paid time per year to volunteer and give back to the community
- Flexibility: Flexi-Friday benefit, hybrid or remote work options for most roles, time-zone friendly work hours with async collaboration
- Connection: Team offsites planned annually, six employee resources groups, regular virtual and in office team building events, monthly company All Hands & leadership Q&As
- Wellbeing: PTO allowance to recharge, comprehensive healthcare options, paid parental leave (16 weeks for birthing parents; 12 weeks for non-birthing parents), retirement contributions and investment options (for applicable locations), travel benefits (hotel stay benefit & IATA membership), plus mental health, wellness & financial health resources
- Growth: Learning & development stipend, mentorship program, career development programs, leadership training
- Productivity: Home office tech set up (laptop, monitor, keyboard, mouse), monthly internet and phone allowance, modern tools to communicate and collaborate (Slack, Google Suite)
Our Sojernista First workplace philosophy is designed to take a flexible approach, recognizing that the needs of our employees may differ depending on their role, team, or location. What does not differ is our focus on building genuine connections, increasing global collaboration, and providing programs, tools and resources centered around the needs and wellbeing of our employees, regardless if you are working in an office, hybrid, or fully remote.
About Sojern:
At Sojern, we believe in the power of travel as a way to bring the world together. It is that passion that drives Sojern to build smart digital solutions that help travel marketers reach travelers efficiently, and increase long-term growth, customer loyalty and profitability.
Our customers include hotels, attractions and tourism boards, and they use the power of machine learning, data science and real-time traveler data in Sojern’s products to build direct relationships with travelers across social, mobile and the web. Now, more than ever, our thousands of customers rely on Sojern to drive visits, bookings, and ticket sales by engaging with travelers as they plan their travel.
As a globally distributed company, we are headquartered in San Francisco with employees based in 14 countries and counting. Our team is passionate about travel and the core values that define our culture: Win as a Team, Embrace Inclusion, Be Genuine, Deliver Wow, and Center Around the Customer. Check out our Glassdoor reviews!
Hiring Locations:
US Roles at Sojern based outside of our Omaha, NE or San Francisco, CA office can sit in any of the following states: AZ, CA, CO, CT, FL, GA, IL, IN, IA, KS, MA, MI, MN, MO, NE, NJ, NY, NC, PA, SD, TN, TX, UT, WA, and WI. Please only apply if you are able to live and work full-time in one of the states listed above. State locations and specifics are subject to change as our hiring requirements shift.
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Disclosure - Pre-Employment Requirements:
All candidates offered employment by Sojern may be subject to pre-employment requirements, including but not limited to a background check. Sojern is compliant with all federal and local laws with consideration to pre-employment requirements.
Our Commitment to Diversity Equity and Inclusion:
At Sojern, we work to create a brave space that seeks out, embraces, and promotes diverse thoughts, beliefs, and experiences of Sojernistas globally.
We are building a workforce that represents the customer base we are serving and the world we live in. A diversified workforce is an innovative workforce. Just as there is no one typical traveler, there is no one typical employee. We foster diversity and inclusion across the company, actively seeking to amplify underrepresented voices and apply diverse perspectives to ensure products, policies, and programs are relevant for our employees and clients alike.
Embracing our differences and celebrating them moves us towards our goal of making travel inclusive of all. Sojern’s S-Groups (employee resource groups) are a core aspect of our culture, fostering belonging and connection, inspiring learning, and creating opportunities for all Sojernistas across the globe.
- SoEmpowered: Supporting, developing, and empowering those who identify as women at Sojern
- SoProud: Celebrating Sojern’s LGBTQIA+ community while creating an inclusive and safe space for community members
- SoWell: Advocating for balance in life and overall wellbeing and providing space and resources for Sojernistas with different needs
- SoConnected: Creating space, connection and resources for Sojern’s young and rising professionals
- Parents & Caregivers: Helping families thrive with our community of parents and caregivers
- Sojern Gives Back: Supporting underrepresented communities and social causes, striving to make a global and local impact
We also have employee-run Slack channels for those with specific interests, for example plant lovers, pets and more.
At Sojern, we value diversity and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, gender orientation, sexual orientation, age, marital status, veteran status, or disability status.
Sojern is committed to providing reasonable accommodation for individuals with disabilities. Please inform your TA Partner if you are requesting a reasonable accommodation.
