Hotelbeds is the world’s leading technology partner, connecting and empowering the world of travel. We’re game-changers, disruptors, the people who bring together local and global brands in accommodation, transport, activities and payments through our network of 300,000 hotels worldwide, 60,000 hard to reach high value clients such as tour operators, travel agents and loyalty schemes across 140 source markets. We are tech-driven, with a customer-first philosophy, and commercial teams whose knowledge and relationships on the ground are second to none. And of course we have an amazing team! Our people, Team Hotelbeds, are the beating heart of the company who we encourage to ‘move fast, dream big and make the difference’ every day. In fact, we believe that it is tech data people that truly sets us apart in the market, alongside our ‘global approach, local touch’ mentality. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide. JOB DESCRIPTION: The Go to Market Manager for the N. America plays a pivotal role in shaping and executing the FTI GTM strategy for our major markets of the region. This involves aligning sales teams with the FTI GTM strategy and equipping them with the necessary skills to execute this strategy effectively. Reporting to the Go to Market Director, this role is centred on bolstering sales initiatives for FTI products within the Americas region. 1. GTM Vision and Strategy Contribute to the development of a compelling vision to position the company as a unique marketplace player and a renowned travel tech brand Contribute to the ongoing evolution of the overall FTI GTM strategy, translate it into the GTM strategy for the region and actionable plans at various levels (product, market, channel, customer segment) Ensure alignment of the FTI GTM strategy with sales teams and relevant HBX functions to establish the HBX FTI platform in the major markets of the region Establish market-level resource plans, complete with relevant targets and key performance indicators (KPIs) Effectively communicate the FTI vision within the region 2. Sales Leadership Collaborate with regional teams to execute the FTI GTM strategy and plans effectively Oversee the Profit and Loss (P&L) for the FTI program in the region 3. Integrating FTI into Existing Business Lines Identify the existing needs for FTI solutions within the region Validate and refine marketable FTI solutions to meet client needs and seamlessly integrate them within our existing business lines 4. Organization Upskilling for FTI Value Proposition Identify the specific requirements for selling FTI products to existing and new customers across all HBX channels Contribute to the creation of a comprehensive training program for in-market teams to leverage existing sales resources for FTI products Develop monitoring tools to enhance the implementation of the FTI strategy, with a focus on aspects that matter to customers, including acceptance rates, transaction costs, and fraud prevention measures, all aimed at optimizing sales value 5. Strategy Execution Lead the operational implementation of the FTI GTM strategy in the region Define specific tactics and action plans to achieve the strategy's objectives, encompassing product launches, market expansion, and channel development Collaborate with cross-functional teams to ensure smooth execution of the strategy, fostering internal alignment and enhancing customer value Monitor the progress of strategy implementation through regular reporting and performance measurement Identify potential roadblocks and proactively address challenges to maintain the course of successful execution Continuously evaluate the effectiveness of the strategy and make necessary adjustments to optimize its impact Act as a catalyst for change, promoting agility and responsiveness to market dynamics Skills Understanding of technology underlying FTI business models Ability to map transaction journey and economics from a multi-stakeholder perspective Design and deployment of GTM sales program Multi-country product and platform management Manage trade off between acceptance, risk (fraud) and cost in deploying products in market Cross-functional and market project management Effective in communicating vision, strategy, and new commercial ideas both internally and to clients Proficient in executing business initiatives Proven self-starter with record of success in team-oriented environment Ability to influence internal and external stakeholders across markets and divisions A proven attitude for learning technical terms and developing an understanding of complex technical products High level of energy, drive, enthusiasm, initiative, and commitment Bachelor’s degree minimum Fluency in English Experience A demonstrated track record of working for multinational or regional FTI provider(s) Proven success and career growth in a B2B commercial role Proven experience in executing multifaceted business strategies, including defining tactical plans, fostering cross-functional collaboration, monitoring performance, and adapting to market dynamics Experience in developing FTI and platform-based products for entry into new markets Experience in new product deployment and GTM planning Revenue responsibility within a commercial function will be considered an advantage Management, Economics, Business Administration, IT or similar degree You will have the opportunity to work for a company that is going through significant change in becoming the world´s leading travel services provider. We are looking for people that are ready to ride the wave in this exciting journey. As well as an attractive benefits package you will be able to work: Within an innovative, engaging and multicultural environment. Have the opportunity to build strong and lasting business relationships and friendships from around the world. Have the opportunity in developing your career locally or within one of our beautiful working locations across the globe. In case you didn’t know, we’re one of the world’s leading travel tech businesses. We’re game-changers, disruptors and the people who connect the world’s travel players, the glue that bonds us all together. What do we do? 01 We buy room nights from hotels that we sell on to our network of high value clients such as tour operators and travel agents. 02 We use our innovative tech platforms to distribute these room nights to our clients, who sell them on to the end customer. 03 We can also offer experiences (like excursions, theme park tickets and other fun stuff) and transport options to our clients so they can make amazing packages for their customers. 04 We help our partners to grow – because when they grow, we grow. 3000 Awesome People 88 Different Nationalities 300k Hotels Worldwide 60k High Value Clients 1 Team 1 Culture 1 Mission 140 Source Markets Worldwide Now more than ever, ESG is critical to our business, and we don’t just talk about it, we put our words into action. We’ve joined Amazon and The Climate Pledge to become net zero carbon by 2040, a decade ahead of the Paris Climate Agreement. We’ve been certified as carbon neutral for four years on the row. We’re committed to protecting the environment in all the places we work. We support the economic and social development of our regions through our Corporate Volunteering Programme. We respect human rights and work hard to make sure we don’t commit any violations.