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Director, Solutions Sales Strategy
Travelport
- England, United Kingdom
- England, United Kingdom
Über
We're hiring right now for a Director, Solutions Sales Strategy (Director, Solutions Strategy & Commercialization). You will turn Travelport’s product capability into practical, customer‑segment commercial plays that Sales can sell, customers can implement, and the business can monetize. This is a critical GTM role that sits at the intersection of Product Marketing, Product, Sales, Customer Success, Consulting, GCE, Enablement, and partner ecosystem. Responsibilities
Lead the creation of segment‑specific GTM solution plays for priority customer segments, market opportunities and solution areas. Translate product capabilities into coherent customer solutions, ensuring each play is grounded in real product readiness, commercial value, and implementation reality. Define the customer problem, target segment, use cases, buying triggers, commercial opportunity, competitive context and sales entry point for each priority play. Shape how solutions are packaged and commercialized, including monetization logic, business case, pricing, packaging input, upsell opportunities and adoption levers. Build the customer implementation narrative covering adoption path, operational impact, integrations, dependencies, support model and success measures. Create target‑customer and account plans, working with Sales and Commercial teams to define the ICP, priority accounts, targeting rationale and recommended customer conversation strategy. Develop GTM playbooks and enablement briefs covering the solution narrative, qualification criteria, discovery questions, objection handling, proof points, customer outcomes and sales motion. Partner with Enablement to turn each GTM play into seller training, tools, readiness activity and field adoption. Create a stronger feedback loop from Sales, Consulting, GCE, Customer Success and other customer‑facing teams back into Product Marketing and Product, identifying gaps or roadmap dependencies. Help build the solution‑selling operating model: process, roles, handoffs, measures and governance required to move from market signal to customer assessment, solution pattern, commercialization, delivery model, seller activation and measurable impact. Work with Product, Technology, Consulting, GCE and partners to distinguish what is reusable, configurable, custom or roadmap‑dependent, biasing towards scalable solution patterns. Prove the model through live customer opportunities, not theory. Success Criteria
Priority GTM solution plays are built, launched and adopted by Sales. Travelport has clearer and more consistent customer‑segment narratives across priority plays. Sales teams understand who to target, what problem to lead with, how to qualify the opportunity, what proof points to use and how to position the implementation path. Product Marketing, Product, Sales and Enablement have a cleaner handoff; Product Marketing owns the product “what,” this role owns the commercial “how,” and Enablement owns seller activation. Priority plays move faster from product‑level value proposition to executable sales motion. Target‑account plans, discovery guides, solution narratives, commercial models and enablement briefs become repeatable assets. Pipeline, conversion, attach, adoption or revenue influence can be linked back to priority solution plays. The business starts to build real solution‑selling muscle. Qualifications
You have strong experience in complex B2B technology, SaaS, platform, marketplace or enterprise software environments. Ability to translate product capability into customer outcomes, implementation plans, commercial value and revenue logic. Strong commercial acumen across monetization, business cases, pipeline creation, target‑account selection, adoption, attach, upsell and pricing / packaging input. Proven skill in partnering credibly with Product, Product Marketing, Sales, Enablement, Customer Success, Consulting and senior commercial leaders. Ability to build structure where none exists, turning ambiguous opportunities into clear plans, ownership, stories and measurable sales motions. Customer‑obsessed mindset, understanding how agencies, TMCs, OTAs, consolidators, suppliers and global travel partners operate. Understanding the difference between product selling and solution selling, and the ability to start with customer problem and shape the right combination of product, platform, data, services, partner and commercial capability. Strong storytelling and executive communication skills to simplify complex ideas and influence across functions without relying on hierarchy. Discipline to build repeatable playbooks yet commercial instinct to know when a live customer opportunity should shape the model. Hands‑on mindset; willing to build, test, ship, measure and improve the work. Preferred Background
GTM strategy, commercial strategy, solution consulting, enterprise sales engineering, industry strategy, management consulting, revenue strategy, commercially oriented Product Marketing or senior solution‑led commercial roles. Experience in travel technology, GDS, NDC, travel marketplaces, TMC, OTA, hotel, supplier, agency or aggregator environments.
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Sprachkenntnisse
- English
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