Director Global & Strategic Accounts

Company

Alaska Airlines

The Team

Guided by our purpose, core values, and leadership principles, we are creating an airline people love. Our corporate teams set the strategies and operational plans to ensure the success of our company. Whether we use our expertise in accounting, human resources, finance, planning, legal, marketing, or any of our operational divisions, our shared passion for travel and our guests is what motivates us to achieve excellence each day. If you share our passion for creating an airline people love, we want to hear from you. 

Role Summary

The Director Global & Strategic Accounts sets long-term strategy and oversees the sales activities for Alaska Airlines’ and Hawaiian Airlines’ largest corporate, travel management company (TMC), and leisure agency portfolios. As a people leader, this role establishes strategic goals and direction for the global and strategic account sales team to grow revenue for Alaska Air Group (AAG).

Key Duties

• Establish strategic goals and direction for team of global and strategic account managers across sales activities at Alaska Airlines and Hawaiian Airlines.
• Set long-term strategy for the vision, structure, processes, and reporting of the Strategic & Global team to meet objectives, including aggressive revenue and market share targets.
• Establish team goals, metrics, and market-share priorities for global and strategic accounts, ensuring portfolios meet and exceed fair market share (FMS) targets on Seattle long-haul and other key markets, while leveraging competitive insights to drive revenue growth and strengthen Alaska and Hawaiian’s competitive position.
• Support Alaska’s international expansion by leading strategy to grow corporate penetration and share with global accounts.
• Develop people through effective performance management and ongoing feedback, focusing on fostering strategic and systems thinking, development of talent, and succession planning across teams and disciplines.
• Shape culture of the team through action, presence, and reinforcement of behaviors.
• Lead team fostering key business relationships with top corporate customers, Travel Management Companies (e.g., American Express Global Business Travel, BCD), leisure agencies (e.g., Amex Travel & Lifestyle Services, Chase, Costco), the local community, and civic leaders in the regions that align with Alaska Airlines’ and Hawaiian Airlines’ priorities and values.
• Serve board positions related to Global and Strategic Accounts as needed to augment AAG’s presence in the local community influencing sales activities.
• Lead discussions in marketing, capacity planning, and network alliance meetings to identify strategic market opportunities and champion initiatives that optimize the utilization of the AAG domestic and international network.
• Oversee the evaluation, approval, and execution of marketing promotions, driving global sales initiatives while fostering collaboration with marketing and business loyalty teams to ensure alignment and success.
• Direct the analysis of revenue, discounts, and contract performance across regions, ensuring compliance with goals and driving profitability through strategic oversight.
• Drive strategic sales initiatives including Loyalty, Sustainability (SAF), and joint contracting/alliances.

Job-Specific Experience, Education & Skills

Required

• 8 years of experience in sales, business development, account management, consulting, or related commercial area.
• 5 years of leadership experience, with at least 2 of those years directly leading people.
• Bachelor’s degree, or an additional two years of relevant training/experience in lieu of this degree.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, and Outlook).
• Excellent communication skills (both written and verbal) and proven success driving measurable results to enhance both customer and employee satisfaction.
• Strong interpersonal skills, with the ability to drive outcomes in the best interest of the company (particularly with direct reports) and with others in the organization that may be executive sponsors or other stakeholders.
• Ability to interact with business leaders, provide insights and recommendations, and collaborate to solve complex challenges.
• Ability to manage through ambiguity, analyze and summarize complex data in a concise manner, and make meaningful business recommendations.
• Able and willing to travel at least 25% of the time to meet with customers and direct reports.
• High school diploma or equivalent required.
• Minimum age of 18.
• Must be authorized to work in the U.S.

Preferred

• Airline industry experience.
• Experience in structuring