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Role Summary
Grows a segment of the portfolio of accounts by managing them directly or contributing to deepening those partnerships. Account Manager will be taking care of of portfolio of accounts from Emerging Markets (Middle East, Africa & Eastern Europe) as well as newly acquired Integrated Partners. Analyzes business and operational performance to find opportunities for optimization. Handles service delivery for active accounts, communicating technical and operational impacts as needed. Ensures execution of account strategies and shares best practices across teams and regions.

Experience
2+ years for Bachelor's
0-2 years for Master's
Education
Bachelor's or Master's or equivalent experience
Functional/ Technical Skills
Proficiency in English + local language of the market(s) where applicable (Arabic & French preferred)
Effective communicator
Proficient in sales techniques
Portfolio management, relationship account management, upselling, and cross-selling

Role Expectations
• Builds relationships with customer* account team, including key buyers/decision makers.
• Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account.
• Understands and reports a customer’s* business issues through appropriate organization channels.
• Recommends products, services, and insights that meet customer* needs.
• Builds relationships with customer* account team, including key buyers/decision makers.
• Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account.
• Understands and reports a customer’s* business issues through appropriate organization channels.
• Acquires a good understanding of how the department operates and fits into the larger organization.
• Demonstrates awareness of the policies, practices, trends, and information (including competitor) that impact the organization and its customers*.
• Demonstrates good understanding of the financial impact of decisions/solutions on the organization and its customers*.
• Documents components of a business case for change at the direction of more senior colleagues as needed.
• Acquires and maintains a working knowledge of financial data and the company’s standard contract terms and conditions by reading product literature, contracts, and asking questions of peers.
• Learns when to partner with legal resources to modify or adjust standard contract terms.
• Learns the contract negotiation process and how to complete contractual arrangements.

• Exchanges nuanced information to build consensus.
• Able to handle key objections with ease and proactively seeks help from a manager when needed to address areas of difference and ensure agreements among all parties.
• Conducts straightforward cost, benefit, and risk analyses of possible solutions and the implications not reaching an agreement.
• Identifies and actively engages stakeholders in decision making and strategies to benefit account and organization. Closes deals effectively.
• Understands standard offerings and major areas of expertise.
• Builds a working knowledge of products, technologies, offerings, etc., within scope of responsibility.
• Develops an understanding of competitors’ standard products and services.
• Demonstrates insightful application of products, technologies, and offerings to account.

• Demonstrates the importance of maintaining ongoing business relationships with colleagues and external customers*.
• Strategically builds relationships to support total portfolio and organization needs.
• Develops understanding of customer's* industry and competitive market.
• Attends meetings with customers* to understand needs and expectations.
• Learns the metrics to assess the performance of products, services, and solutions against customer* needs/expectations.
• Develops key value proposition statements, case studies, etc., to demonstrate the value of the company’s products, services, and solutions.

About Expedia Group 

Expedia Group (NASDAQ: EXPE) powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a force for good, we help people experience the world in new ways and build lasting connections. We provide industry-leading technology solutions to fuel partner growth and success, while facilitating memorable experiences for travelers. Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™.  

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