Director, Strategic Alliances (Travel Management Companies)
Key details
- Location
- Annapolis, MD, United States
- Work style
- Onsite
- Level
- Lead / Staff+
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- Yesterday
Skills
business developmentcrmenterprise salesgo-to-marketrisk management
About the role
Summary Crisis24 is seeking a revenue-accountable Director to build and grow strategic relationships across the corporate travel ecosystem. You will identify and close new Travel Management Company (TMC) partnerships, grow existing ones, and coordinate internal teams to generate partner-sourced revenue.
What You Will Do
Strategy: Build and execute the TMC alliance strategy, including target partners, value propositions, and market priorities.
New partnerships: Source, qualify, and negotiate new alliances, from business case through contracting and launch.
Revenue ownership: Own pipeline, bookings, and revenue targets, and expand existing relationships.
Joint go-to-market: Create joint business plans, repeatable sales models, partner materials, and demand-generation programs with marketing and sales.
Onboarding and enablement: Lead partner implementation and train partner teams to position Crisis24 capabilities.
Alliance governance: Serve as primary relationship owner, running business reviews, tracking commitments, and managing risk.
Cross-functional leadership: Coordinate sales, marketing, product, operations, legal, and finance, and advise leadership on investment and partnership decisions.
Success measures Partner-sourced pipeline, agreements completed, bookings and revenue, partner retention, joint plan results, onboarding success, forecast accuracy, and cross-functional execution.
What You Will Bring
Bachelor’s degree in business related field or equivalent experience
Significant experience in strategic alliances, business development, channel or enterprise sales, or a related field
Track record of closing complex B2B partnerships and meeting revenue goals
Knowledge of the TMC and corporate travel distribution landscape
Experience negotiating commercial terms with legal and finance
Ability to lead without direct authority over all contributors
Strong executive communication and business-case skills
Authorization to work in the country of employment
Preferred
Experience with a TMC - (Travel Management Company), travel technology, risk management, medical assistance, or security services company
Existing corporate travel or TMC relationships
Experience with embedded, referral, reseller, or revenue-share models
Familiarity with travel risk management or duty of care
Experience with CRM and partner-performance reporting tools
What You Will Do
Strategy: Build and execute the TMC alliance strategy, including target partners, value propositions, and market priorities.
New partnerships: Source, qualify, and negotiate new alliances, from business case through contracting and launch.
Revenue ownership: Own pipeline, bookings, and revenue targets, and expand existing relationships.
Joint go-to-market: Create joint business plans, repeatable sales models, partner materials, and demand-generation programs with marketing and sales.
Onboarding and enablement: Lead partner implementation and train partner teams to position Crisis24 capabilities.
Alliance governance: Serve as primary relationship owner, running business reviews, tracking commitments, and managing risk.
Cross-functional leadership: Coordinate sales, marketing, product, operations, legal, and finance, and advise leadership on investment and partnership decisions.
Success measures Partner-sourced pipeline, agreements completed, bookings and revenue, partner retention, joint plan results, onboarding success, forecast accuracy, and cross-functional execution.
What You Will Bring
Bachelor’s degree in business related field or equivalent experience
Significant experience in strategic alliances, business development, channel or enterprise sales, or a related field
Track record of closing complex B2B partnerships and meeting revenue goals
Knowledge of the TMC and corporate travel distribution landscape
Experience negotiating commercial terms with legal and finance
Ability to lead without direct authority over all contributors
Strong executive communication and business-case skills
Authorization to work in the country of employment
Preferred
Experience with a TMC - (Travel Management Company), travel technology, risk management, medical assistance, or security services company
Existing corporate travel or TMC relationships
Experience with embedded, referral, reseller, or revenue-share models
Familiarity with travel risk management or duty of care
Experience with CRM and partner-performance reporting tools
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