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Head of Business Development (Strategic Partnerships)

Japan - Tokyo


This is an exciting opportunity for a top tier business development professional to join (part of Expedia Group) as a Head of Business Development, Japan based out of our Tokyo Office. This role sits within the Global Business Development team, which operates like a B2B start-up within You will be responsible for defining, developing and maintaining a growing portfolio of non-hotel partnerships to drive the growth of, focusing on Japan. Some of our existing partnerships include ANA, Japan Airlines, JCB, Sumitomo Mitsui Card Company etc.

What you'll do:

The Global Business Development team is a new, fast-paced team within that is responsible for driving growth through the development of key non-hotel partnerships to:

  • Drive distribution and new customer acquisition for
  • Acquire new capabilities, services and/or technologies that improve our value propositions
  • Increase brand awareness for in Japan
  • Drive our strategic priorities such as new customer segments and/or key sectors

You will be responsible for defining our partnership strategy, sourcing, pitching and negotiating new strategic partners, as well as collaborating with other teams to execute business development initiatives in Japan. This is a hugely entrepreneurial and strategic role that encompasses:

  • Identifying and prioritizing new partners who can meet objectives
  • Developing partnership proposals including discovering objectives, defining partnership requirements, and developing value propositions
  • Developing business cases
  • Working with Product Development, Data Engineering, and Operations functions to define partner/tool requirements; in parallel, identifying improvement opportunities and new use cases
  • Negotiating commercial terms and driving contractual agreement in coordination with legal counsel APAC; supported by Head of Business Development APAC
  • Working cross functionally with internal teams to implement a partnership
  • Actively monitoring and managing existing partnerships to ensure they meet partnership objectives and targets

We are looking for self-starter who has the energy, influence and people skills to build and manage strategic partnerships.

Who you are
You’ll fit this role if you have

  • Fluency in English and Japanese
  • Track record in consultative sales, building partnerships, market/business development, and/or account management, including independently leading complex negotiations end-to-end
  • OR Consulting experience gained in a top tier strategy firm

Preferred qualifications

  • Excellent internal and external partner management and people skills
  • Exceptional persuasion, and influencing skills
  • Dedicated, high-energy, creative, self-starter looking to have a significant impact on business success
  • Strong business sense, problem solving, and business case building
  • Ability to operate with flexibility in a fast-paced, constantly evolving and collaborative environment and work effectively cross-functionally with all levels of management, both internally and externally
  • MBA degree or other advanced degrees are desirable

Why join us

Expedia Group recognizes our success is dependent on the success of our people.  We are the world's travel platform, made up of the most knowledgeable, passionate, and creative people in our business.  Our brands recognize the power of travel to break down barriers and make people's lives better – that responsibility inspires us to be the place where exceptional people want to do their best work, and to provide them to tools to do so.  

Whether you're applying to work in engineering or customer support, marketing or lodging supply, at Expedia Group we act as one team, working towards a common goal; to bring the world within reach.  We relentlessly strive for better, but not at the cost of the customer.  We act with humility and optimism, respecting ideas big and small.  We value diversity and voices of all volumes. We are a global organization but keep our feet on the ground so we can act fast and stay simple.  Our teams also have the chance to give back on a local level and make a difference through our corporate social responsibility program, Expedia Cares.

If you have a hunger to make a difference with one of the most loved consumer brands in the world and to work in the dynamic travel industry, this is the job for you.

Our family of travel brands includes: Brand Expedia®,®, Expedia® Partner Solutions, Egencia®, trivago®, HomeAway®, Orbitz®, Travelocity®, Wotif®,®, ebookers®, CheapTickets®, Hotwire®, Classic Vacations®, Expedia® Media Solutions,™, Expedia Local Expert®, Expedia® CruiseShipCenters®, SilverRail Technologies, Inc., ALICE and Traveldoo®.


Expedia is committed to creating an inclusive work environment with a diverse workforce.All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.


Job Category
Partner Services Group

Job Function

Japan - Tokyo

Job Type
Full-Time Regular

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