Enterprise Account Manager

At SiteMinder we believe the individual contributions of our employees are what drive our success. That’s why we hire and encourage diverse teams that include and respect a variety of voices, identities, backgrounds, experiences and perspectives. Our diverse and inclusive culture enables our employees to bring their unique selves to work and be proud of doing so. It’s in our differences that we will keep revolutionising the way for our customers. We are better together **What We Do** We’re people who love technology but know that hoteliers just want things to be simple. So since 2006 we’ve been constantly innovating our world-leading hotel commerce platform to help accommodation owners find and book more guests online - quickly and simply. We’ve helped everyone from boutique hotels to big chains, enabling travellers to book igloos, cabins, castles, holiday parks, campsites, pubs, resorts, Airbnbs, and everything in between. And today, we’re the world’s leading open hotel commerce platform, supporting 44,500 hotels in 150 countries - with over 100 million reservations processed by SiteMinder’s technology every year. **About the Enterprise Account Manager role...** The Enterprise team at SiteMinder is responsible for the Groups & Chains segment. We manage collections and portfolios of hotel brands as well as multi-property operators, and provide a suite of technology solutions to the Groups, including some of the largest hotel groups in the world. The core focus of this role is to establish and grow SiteMinder’s enterprise business throughout Asia, by creating new partnerships and unlocking growth within existing accounts, with special attention to the East Asia and Singapore markets. In an individual contributor role, you will be joining an established and highly-performing team. You will assume responsibility for new revenue generation through acquisition of new Groups & Chains and by fostering excellent relationships with existing clients in the region. You will be an experienced commercial operator and a strategic thinker, with a background in software-as-a-service business development, strategic partnership management, or a similar senior commercial profile with strong business acumen and creative problem solving skills. **What you'll do...** - Active listening: deep understanding of customer goals, strategy and long term objectives, to formulate plans to unlock new revenue opportunities and solutions that deliver against customer buying needs - Consultative selling: you will hold a creative and ambitious talent for driving new business and strategically managing customer solutions, demonstrating an in depth understanding of revenue management and hotel technology - Hyper collaboration: working with multiple teams and stakeholders to create a winning strategy for unlocking growth, ensuring SiteMinder is the preferred partner for Groups & Chains in the region. - Stakeholder management: influencing and liaising with variety of internal stakeholders, across multiple departments (Product solutioning, Onboarding, Support, Sales, Marketing, Finance, Support, Customer Success) - Proactive engagement: implementing plans to increase product adoption, service satisfaction, product updates and customer feedback - Protection of revenue by ensuring customers are committed to term agreements and managing the contract renewal process - Travel requirements: regular travel within the region to attend trade shows, conferences and Quarterly Business Reviews with high value accounts **What you have...** - ** Hotel / travel industry experience**:in-depth understanding of the hospitality/hotel industry and the travel technology landscape, and the infrastructure of large hotel groups - ** Experience in software-as-a-service (SaaS) sales** or product/technology partnership management - 3+ years experience in consultative selling to C-level personas within a hospitality/travel technology business, with an existing network of contacts - Proven track record in closing >$1m new business - Strong communication skills to build rapport and trusted, long-term relationships with customers - Ability to bring together multiple stakeholders internally and externally to match buying authority and knowledge sets - Excellent negotiation skills to overcome objections and navigate complex buying structures to influence multiple buying identities - Creative problem-solving skills and ability to manage expectations - Highly resilient self starter, operating well independently, with positive attitude to winning deals - Proactive and tenacious at unlocking opportunities - Language requirements**:fluent English and Mandarin**, additional languages are a plus **Our Perks & Benefits** - Equity packages (cash bonus) for you to be a part of the SiteMinder journey - Remote working model - Mental health and well-being initiatives - Generous parental (including secondary) leave policy - Paid birthday, study and volunteering l