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Director, Partnership Development

Posted September 12, 2022

Hilton HHonors
McLean, VA
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About This Job


***This role can be located in McLean, VA, Dallas, TX, or be Remote***

The Global Marketing team brings to life the unique promise of Hilton's portfolio of brands by defining, creating, and delivering exceptional multi-channel marketing campaigns designed to drive business results.

What will I be doing? The Director, Partnership Development has responsibility for the exploration and development of new and expanded enterprise partnerships, management of the pipeline and roadmap of potential partners and sponsors to enhance our portfolio, expanding our customer reach, and driving Hilton Honors member engagement. The Director of Partnership Development will be responsible for identifying, evaluating, and negotiating agreements to meet our core business goals.

The role ensures alignment across all Hilton teams that engage in partnership activity such as the Partner Management and Business Development teams. This role will be responsible for managing the pipeline of agreements and the associated resources needed to successfully conclude negotiations and achieve terms that are aligned with Hilton’s Commercial strategies and objectives. The Director will partner with the appropriate teams to prioritize analytics, legal, IT, Finance, Marketing, and other resources that may be vital based on the complexity and scope of the partnership agreement. This role will implement other critical projects, ensuring that all efforts undertaken to support the strategic and commercial objectives and requirements of the department and the company.

In collaboration with our regional teams, the incumbent will define the right global approach to partner development by balancing a network of locally cultivated partners to ensure efficiency and effectiveness. This role reports to the VP, Partnership Development & Global Distribution.

This role requires a proactive leader who can manage complex partner relationships and execution to achieve defined business goals and metrics. The Director should be experienced in relationship management, and project management, possess creative problem-solving skills, and have a passion for execution, innovation, and business development. The Director will be required to work and align cross-functionally, supervise the work of several groups and partners, serve as a subject matter expert on key terms and processes, and work independently to lead multiple initiatives. Additionally, the Director is expected to serve as the business lead for the assessment process for new partners across Hilton globally and to work closely with the teams tasked with the integration and activation of new partnerships.

  • Partner closely with regional loyalty, brand, customer experience, development, and technology teams to be a subject matter authority on partnerships and sponsorships
  • Lead potential partner due diligence to determine value and readiness
  • Lead partner and vendor negotiations
  • Responsible for driving improvements and innovative change in the development of new partnerships
  • Consistently demonstrate the capacity and desire to understand the key drivers of commercial performance across all relevant functions and take external factors into consideration
  • Develop and maintain a forward-looking view of performance and establish a process for understanding and communicating future risks and opportunity
  • Provide strategic input for the partnership landscape
  • Work effectively in a matrix organization, build strong partner and internal relationships
  • Responsible for successfully developing and adding new programs and being responsible for the successful launch of any new initiatives
  • Partner with account teams and direct project resources to establish clear deliverables
  • Key partner for internal teams and external partners to ensure integration requirements are understood and efforts are implemented in a timely manner
  • Recruit and mentor best-in-class talent while building a successful, thriving environment to promote a highly engaged and dynamic team culture
  • Ensure optimal performance by crafting processes to be efficient and consistent across the organization, building a culture of accountability to deliver high-quality work, and passionately advocate for ways to maximize value from the portfolio of partner and vendor relationships


What are we looking for? The success in this role will demonstrate itself through the following attributes and skills:

  • Passionate about partnerships and sponsorships in service of powering impact with interest, specifically for driving commercial and economic value and growth
  • Ability to build positive relationships up, down, diagonally, and across the enterprise
  • Strong ability to collaborate while selling new ideas
  • Confident presenting to senior executive and owner audiences
  • A forward-thinking analytical tactic with a bias towards strategy-led action
  • Experience leading a cross functional organization, business, or department
  • Dedication, passion, and in-depth knowledge of the lodging business or similar industry
  • Strategically minded while translating financial goals into operational plans
  • Dynamic, innovative, and creative in finding business solutions
  • Ability to navigate a constantly evolving business environment
  • Excellent presentation, public speaking skills; written & communication skills
  • Strong business sense – including expertise in business development, internal and external trends, and agility to adapt to changing conditions/priorities to enable strong strategic and tactical execution
  • Collaborative teammate with excellent judgment and can influence internal and external decision makers with diplomacy
  • Greatly focused on process and organized, with keen attention to detail
  • Able to thrive in a fast-paced, diverse environment

To fulfill this role successfully, you should demonstrate the following minimum qualifications:

  • Ten (10) years of professional work experienceSeven (7) years of experience in business development or partnerships
  • Four (4) years spent leading partnerships or loyalty in a corporate setting
  • Six (6) years leading a team
  • Flexibility to travel 20%, as required

It would be useful in this position for you to demonstrate the following capabilities and distinctions:

  • An advanced degree (MBA or similar degree)
  • Strong analytical skills and a comprehensive understanding of marketing, partnerships, and business development
  • Global/cross-cultural experience and knowledge of franchise organizations

What is it like working for Hilton?

The future of hospitality is bright at Hilton: a leading global hospitality company with a diverse portfolio of world-class brands. Dedicated to filling the earth with the light and warmth of hospitality, we have welcomed more than 3 billion guests in our more than 100-year history. Hilton is proud to have an award-winning workplace culture, and we are consistently named among one of the World’s Best Workplaces.

We support the mental and physical wellbeing of all Team Members, so they can Thrive, thanks to innovative programs and benefits such as workplace flexibility, career growth and development, and our Go Hilton travel discount program. Hilton prioritizes understanding and integrating our Team Members’ unique perspectives and voices—along with those of our Guests, Owners, Suppliers, and Partners—to cultivate a diverse and inclusive environment for all. Check out the Hilton Careers blog and Instagram to learn more about what it’s like to be on Team Hilton! 

We are an equal opportunity employer and value diversity at our company. We will ensure that qualified individuals with protected disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions of their role, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Hilton offers its eligible team members a comprehensive benefits package including medical and prescription drug coverage, dental coverage, vision coverage, life insurance, short-and long-term disability insurance, a 401(k) savings plan, paid time off, and our travel discount. The salary for this role varies by applicable and specialized experience and location (Colorado applicants: Please click here for additional information.). Subject to plan terms and conditions, you will be eligible to participate in the Hilton Annual Incentive (Bonus) Plan, consistent with other team members at the same level and/or position within the Company.

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About this Employer

Hilton HHonors

7930 Jones Branch Drive
McLean, VA 22102

Corporate Office

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We are passionate about delivering exceptional guest experiences.

We believe Hospitality isn’t just a job; it’s a journey of self-discovery, growth, community and cultures. Our Team Members are extraordinary professionals who work together to deliver exceptional experiences for all who walk through our doors. As we continue to grow and innovate, our Vision “to fill the earth with the light and warmth of hospitality” has never faltered. We are more than a room for the night. We create heartfelt experiences for Guests, meaningful opportunities for Team Members, and a positive impact in our Communities.