Senior Enterprise Sales Director, Strategic Partnerships

Position Overview

• Location Type: Not Specified
• Job Type: Not Specified
• Salary: Not Specified

The Strategic Partnerships Team at Sojern is seeking a Senior Enterprise Sales Director to drive customer growth for Sojern’s Guest Experience Platform. Reporting to the Senior Director, Strategic Partnerships, you will be a senior sales leader responsible for building a pipeline of enterprise hotel chains, management companies, and hotel group prospects seeking guest experience solutions. You will focus on medium to large hotel companies globally and engage with hospitality tech partners to identify leads. Your primary role is to drive revenue growth for the Guest Experience Platform by prospecting, pitching, negotiating, and closing high-value strategic partnership deals with global hotel chains and tech partners. Collaboration with commercial sales leaders for Sojern’s Media Platform and internal cross-departmental teams is also required. This role requires a deep understanding of the hospitality tech ecosystem, extensive industry relationships, and a proven track record of selling SaaS solutions to global hotel chains.

Responsibilities

• 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 the 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).
• Collaborate closely with cross-functional teams, including Solutions, Product Marketing, and Commercial, to position and ensure the 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 the 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 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.

Requirements

• What you bring to the table: Not Specified