Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.
The Community You Will Join:
This role is part of the Key Accounts team at Airbnb who manages the partner relationships with our largest Supply Enterprises & API connectivity software partners.
The Difference You Will Make:
We are looking for an experienced and proactive Senior Connectivity Partner Manager to accelerate our API Connectivity Partnerships. As a member of the Key Accounts team, you will be managing partner relationships with strategic supply partners, including distribution software companies and other IT solutions for Airbnb’s accommodation partners in APAC. You will be responsible for prospecting, contracting, on-boarding and optimizing strategic partnerships to accelerate growth and performance on both sides. You will be reporting to the Regional Key Accounts Lead in APAC.
A Typical Day:
- Own a portfolio of Airbnb’s key partners and act as the key representative for these partners.
- Execute a global win-win strategy for your portfolio that drives value to all parties and positions Airbnb as a top strategic partner across all distribution channels.
- Develop strong and trusting relationships with executives and decision makers/key influencers within your API customers portfolio, ensure that the partnership is held to the highest industry standards and that commercial agreements as well as service-level agreements (SLAs) are met.
- Analyze data and utilize data-driven recommendations to identify and action on strategic growth opportunities.
- Prospect, onboard and optimize new API partners (technical integration, onboarding and growth of hosts/listings).
- Work with quarterly goals, measure success against performance KPIs, feature adoption and supply acquisition growth targets.
- Develop a deep understanding of the technical integrations of various software partners so that you can provide the right support to your clients.
- Build close working relationships with internal stakeholders (Product, Tech Support, Regional Sales, Revenue Operations, Legal) to influence their roadmaps and ensure that their teams provide support for key partners to unlock growth opportunities.
- Educate clients on our product roadmap, and all significant product changes to accelerate feature adoption with the aim to excel our mutual guest experience.
- Conduct regular business reviews, QBRs and formal presentations for internal and external purposes.
- Develop deep knowledge of your assigned clients’ business and become the go-to source for information for internal and external stakeholders relating to market dynamics and business needs across your territory.
- Represent Airbnb in external meetings and industry events, specifically engaging with our community of Chinese-speaking hosts.
Your Expertise:
- 10+ years of professional experience in Connectivity and/or Partnership / Key Accounts Management role at a global technology or tech hospitality company.
- World-class account management experience with a strong track record of successfully growing a book of business/geographic area and building successful client relationships.
- Experience in the hospitality technology space, knowledge of OTA specifications, and experience with API integrations strongly preferred.
- Experience developing and executing sales and marketing initiatives in collaboration with external partners.
- Experience in analyzing, structuring and negotiating complex deals that align across multiple business units.
- Extremely data driven in the decision-making process to drive timely, impactful and accurate actions.
- Experience working cross-functionally with product, tech, legal, marketing, sales operations and enablement teams.
- Ability to manage complex projects and multi-task with excellent organizational skills, in a fast-paced, dynamic and ever changing startup environment.
- Strong executive presence and the ability to effectively influence and present to top leaders internally and within the industry.
- Local knowledge - you must have solid operating experience in APAC and experience collaborating with partners located in China.
- Must be fluent in verbal/written communication and presentation skills in Chinese (Mandarin) and English.
- Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus.
Our Commitment To Inclusion & Belonging:
Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.
