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Senior Manager, Channel Partnerships

Spotnana Technology

Spotnana Technology

Sales & Business Development
New York, NY, USA
Posted on Wednesday, September 27, 2023

Are you ready for the best destination of your career?

Spotnana is modernizing the infrastructure of the $1.4 trillion travel industry in order to bring freedom, simplicity, and trust to travelers everywhere. With over $115M in funding from top tier investors, including ICONIQ and Madrona Venture Group, we are tackling the hardest problems the travel industry has to offer and we need your help.

Culture is always fluid. It evolves as a business grows, along with the people who drive it forward. We seek people who have different perspectives, but shared values. Before you embark on this journey, quickly check in on whether you are aligned with our company values:

  1. Obsessed with Customer Needs: We earn the trust and loyalty of our customers by solving their problems.
  2. Do the Impossible: We solve tough problems through innovation and are inspired by unprecedented challenges.
  3. Build Globally, Serve Locally: We embrace a global mindset and celebrate diversity as we serve customers around the world.
  4. Act Like Owners: We constantly find problems to solve. Decisions are not made in isolation. We work hard, work smart, and work together.
  5. Constantly Change, Learn & Evolve: We flourish by adapting quickly to new challenges and by learning from everyone around us. Building something new is not always glamorous work. Roll up your sleeves, get your hands dirty, and evolve.
  6. Respect Above All: We are humble and treat others with the same respect we desire for ourselves. Our work culture is a safe environment where everyone is open to feedback and new ideas.

Sell new technology channel partnerships:

  • Drive sales from intro call to close, including leading demos and facilitating deep-dive sessions and follow-ups with Spotnana SMEs and their counterparts
  • Manage contract negotiations and economics, incorporating S-Team guidance
  • Maintain pipeline, evolving sales pursuits based on key learnings or company pivots, and communicating key opportunities internally to build internal enthusiasm
  • Initiate new pursuits as needed based on revenue or strategy goals
  • Lead the initial phase of signed partnerships, including KPI alignment, originating key meetings, and introductions, and ensuring internal readiness (cross-functional resource availability and transition of day-to-day execution)

Lead commercial and GTM strategy across our technology channel partnerships:

  • Own commercial aspects of the partnership, including business model and contracting
  • Team with Spotnana Account Manager and Head of Customer Success to ensure alignment of commercial/strategic and tactical efforts and achievement of KPIs; cover for these functions as needed
  • Lead partner in developing and executing a travel GTM strategy, including training counterparts and driving GTM meetings until partner is ready to own
  • Ideate additional revenue paths and guide partners on new revenue opportunities, and collaborate with ops and finance teams to ensure accurate forecasting and reporting
  • Escalate strategic challenges to S-Team and drive path forward with their guidance, and share partnership strategy and status with key internal stakeholders to enable them to contribute on an as needed basis

Position requires the ability to work in an open office environment in a hybrid structure in New York City - This is not a remote eligible role

Let’s talk compensation

Spotnana strives to offer fair, industry-competitive and equitable compensation. Our approach holistically assesses total compensation, including cash, company equity and comprehensive benefits. Our market-based compensation approach uses data from trusted third party compensation sources to set salary ranges that are thoughtful and consistent with the role, industry, company size, and internal equity of our team. Each employee is paid within the minimum and maximum of their position’s compensation range based on their skills, experience, qualifications, and other job-related specifications.

The annual cash compensation for this role is: $150,000 - $175,000

We care for the people who make everything possible - our benefits offerings include:

  • Equity in the form of stock options which provides partial ownership in the company so you can share in the success of the company as it grows
  • Pre-tax and ROTH 401(k) options via Fidelity with up to a 4% company match
  • Comprehensive benefit plans covering medical, dental, vision, life, and disability effective on your hire date. We cover 100% of your employee premiums and 85% of your eligible dependents
  • Pre-tax flexible spending account options for health, dependent care and commuter expenses
  • 20 vacation days per year in additional to 10 company holidays, 4 company recharge/wellness days and an end of year company shutdown
  • Up to 26 weeks of Parental Leave
  • Monthly cell phone / internet stipend
  • Additional benefits including access to RocketLawyer’s online legal platform, International Airlines Travel Agent Network (IATAN) membership, Pet Insurance through Fetch, Financial Wellness through Origin and SoFi, EAP through Mutual of Omaha, The Calm app through Kaiser, pre-tax parking/transit program and more.

We are committed to fostering a diverse, inclusive environment and to encourage these values in everyone on our team. We provide an environment of mutual respect where opportunities are available without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. We believe that diversity and inclusion for people from all walks of life is key to our success as a company.