Senior Director, Lodging Supplier Strategy & Partnerships

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Job Overview

The Sr. Director, Lodging Supplier Strategy & Partnerships is responsible for defining and executing Concur’s lodging supplier strategy, ensuring high‑quality, competitive lodging content across Concur Travel products. This role serves as the senior lodging subject matter expert, owning executive‑level supplier relationships, working with Product/Engineering on Concur’s hotel product strategy, and driving alignment across Product, Engineering, Procurement, Customer Success, and TMC/platform teams.

This position blends strategic leadership with hands‑on execution, requiring hotel product knowledge, strong executive stakeholder management, proven complex negotiations, and the ability to influence across a complex travel ecosystem. The role plays a critical part in protecting Concur’s market position, enabling platform innovation, reducing operational risk, and driving revenue through supplier partnerships, multi‑source strategies, TripLink, Hotel Connector (formerly CHS), and Trip Extras.

Reports to: President, Concur Travel

Open to candidates located in the Washington, DC area and across North America.

 

Key Outcomes

• Strong executive‑level supplier relationships that provide early visibility into lodging market and distribution changes
• Clear, aligned lodging supply strategy supporting platform priorities, customer requirements, and monetization goals
• Improved speed and quality of cross‑functional decision‑making across Product, Engineering, Marketing, and Customer Success.
• Expanded and optimized lodging content access across direct suppliers, aggregators, GDS/TMC channels, and partner ecosystems
• Increased adoption and revenue impact from partner lodging programs and trip add‑ons

 

Core Responsibilities

Lodging Supplier Strategy & Executive Stakeholder Management

• Lead lodging supplier strategy for Concur Travel, acting as a senior internal authority on hotel supply, distribution, and product implications.
• Serve as the primary executive interface with senior hotel, aggregator, and distribution leaders, maintaining credibility and influence across the lodging ecosystem.
• Preserve and promote Concur’s independent perspective and strategic voice across the hotel and broader travel landscape.

Business Development, Prospecting & Contracting

• Prospect, source, and sign high‑value lodging supplier and ecosystem partnerships.
• Own negotiation and contracting of supplier and partner agreements, including commercial terms, performance expectations, and compliance requirements.
• Structure agreements that support content quality, integration readiness, scalability, and monetization objectives.

Product Partnership & Hotel Product Expertise

• Partner closely with Product to consult on hotel product strategy, ensuring supplier capabilities align with customer needs, competitive positioning, and platform roadmaps.
• Provide expert input into hotel product gaps, enhancements, and competitive opportunities.
• Support the evolution and execution of TripLink, ensuring supplier participation and alignment with broader lodging strategy.

Hotel Connector (formerly CHS) & Multi‑Source Strategy

• Work with Product and Engineering to guide the strategy, execution, and oversight of Hotel Connector, including: 
• supplier integrations and prioritization
• multi‑source adoption and enablement
• supplier partnerships, training, and communications
• Ensure integrations meet business priorities and align with platform roadmap objectives.

Ecosystem Alignment (TMC, GDS, Alliances)

• Support strategic alliances (including Amex GBT Complete) while ensuring the new Concur Travel platform