Solutions Lead

Job description

SOLUTIONS LEAD

  • Location: Ghent or London 

  • Reporting line: Global GTM Manager 


OTA Insight is a Revenue Management Intelligence Provider for the hospitality business (our clients are individual hotels and major chains like Hilton, Accor, … ). OTA Insight is an online dashboard solution (SaaS) providing rate intelligence for the hotels to increase their revenue by optimizing their pricing. We combine cutting edge technology and data analytics to provide smarter business intelligence to maximize occupancy and revenue.

Today OTA Insight is present in more than 184 countries around the world and has more than 55,000 partners. When you start here, you’ll find yourself in an environment that's exciting, motivating, challenging, and fun.

The Solutions Lead will report to the Global GTM Manager. You will be responsible for driving the commercial launch of new products and new product enhancements with an immediate focus on advancing the Market Insight solution to ensure OTA Insight maintains a competitive advantage in the market.

Responsibilities:

  • As a Solutions Lead, you are responsible for executing commercial action plans for the launch of new products and provide continued support in driving the commercial performance post launch

  • To succeed, you will work closely with your colleagues across the business development, sales enablement, marketing, operations and product teams

  • Your immediate priority will be to help drive the commercial performance of the Market Insight solution to ensure its continued growth and to maintain a competitive advantage in the marketplace

  • You are able to interpret data to provide critical metrics to show ROI and assess ongoing commercial performance of products across markets, countries and regions to find synergies that can be applied globally or regionally

  • You are comfortable presenting the OTAI product suite to customers, prospective customers and industry professionals

  • Collaborate with local business development teams to identify and grow opportunities within different territories and to increase the MRR footprint and share of wallet for existing accounts

  • Work with Sales Directors to establish regional and individual KPIs for your designated product(s) to enable business development teams to exceed product targets

  • Collaborate with account management & enterprise solutions to execute GTM plans for increasing penetration of products into key accounts and Global chains

  • Work with GTM Product Manager to provide analysis of competitive activity in hospitality technology including the marketing and partnership space

  • Work with the product team to establish benchmarks and KPIs across product usage to create indicators of success and assess churn risk

  • Support sales enablement in both product enhancement training for the commercial team & new hire product training as well as helping to create respective material and content

  • Thought leadership:
    • Brainstorm initiatives to accelerate the commercial performance of your designated product(s) to exceed global targets

    • Think of initiatives to educate the industry on the importance of unique and innovative data (i.e., importance of pre-booking/forward looking data for Market Insight)

  • Collaborate with Product Managers to provide support for the commercial team to ensure continued product knowledge (be a product expert resource) and to identify priority markets for product development and enhancement

  • Provide commercial progress updates to the organization for your designated product(s) (with an immediate focus on Market Insight)

  • Ensure timely resolution of queries related to your designated product(s) from the commercial team on our internal communication platform (Slack)

  • Execute Global and regional incentive plans (SPIFs) for business development teams on a rolling basis

  • Contribute in vendor engagement and research with the the goal to improve efficiency for the commercial teams and refine internal processes

  • Execute on content updates as per the needs of Global GTM Manager across our sales engagement platform (Groove), LMS (Allego) or corporate wiki (Confluence)

  • Determine most appropriate customer win stories and case studies related to your designated product(s) and collaborate with Marketing in their development

Requirements

The Ideal Candidate is…


  • Hyper commercially driven and thrives on customer interaction

  • Enjoys working with data and creating meaningful insights

  • Motivated by helping others and contributing to company objectives

  • Excited by product innovation and working for a market leader

  • Self-motivated with great time management skills


Job requirements include but are not limited to:

  • The ideal candidate has a Bachelor's Degree in Hospitality, Business, Communication, Finance, Economics or other relevant fields

  • You have 3+ years of relevant experience in business development in the hospitality business, or with a SaaS company.

  • You have some experience in sales training or enablement

  • You are fluent in English

  • You have experience with SalesForce, or other CRM systems and related sales tools

  • You have excellent written and oral communication skills and demonstrates a high level of diplomacy

  • You have a proven track record of successfully selling multiple products and are focused on solution selling. You are comfortable in enterprise sales environments and understanding challenges and correlate them to the solutions

  • You are a strategic thinker that tries to find ways how we can scale as fast as possible

  • If necessary, you are open to travel and attend key events to meet prospects and key decision makers of larger accounts

  • You are a team player and always eager to help colleagues to overcome objections and challenges

  • You are not afraid of challenges or objections, you are motivated by them and a creative thinker that comes up with ideas how to tackle them and see an opportunity rather than a challenge

  • You have proven skills in relationship building both internally and externally

  • You have no problem working in a fast paced environment where objectives and projects might change in order to scale quicker

  • You have experience working across different departments of a SaaS company

  • You have experience in project management (nice-to-have)