VP - Key Accounts Partnerships

About RateGain

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality, working with 13,000+ customers and 700+ partners across 160+ countries. RateGain helps travel and hospitality businesses accelerate revenue generation through acquisition, retention, and wallet share expansion.

Today, RateGain is one of the world’s largest processors of electronic transactions, price points, and travel intent data, enabling revenue management, distribution, and marketing teams across hotels, airlines, metasearch companies, package providers, car rentals, travel management companies, cruises, and ferries to drive better business outcomes.

Founded in 2004 and headquartered in India, RateGain works with 33 of the Top 40 Hotel Chains, 4 of the Top 5 Airlines, 7 of the Top 10 Car Rental companies, and leading Destination Marketing Organizations, Online Travel Agents, and metasearch platforms, including 25 Global Fortune 500 companies, unlocking new revenue every day.

Recognized globally for its innovation and impact, RateGain has been named Best Digital Marketing Agency by HotelTechReport Awards and Best Channel Manager by the World Travel Tech Awards. In 2025, RateGain was honored as Emerging Company of the Year at The Economic Times Awards for Corporate Excellence, named among Deloitte India Technology Fast 50 for the sixth time, and won Excellence in Best AI Solution Showcase for UNO VIVA at the CII National AI Awards 2025.

Mission

We are looking to hire Vice President - Key Account Partnerships based in Singapore to build and deepen CXO relationships with the largest travel and hospitality accounts across APMEA to unlock growth across the combined RateGain and Sojern portfolio. Translate executive relationships into strategic partnerships, cross-portfolio adoption and regional or global enterprise agreements, working closely with Sales, Customer Success and business leadership.

Success will be measured by revenue growth influenced, partnership outcomes and expansion within strategic accounts.

Key Outcomes / Success Metrics

• Revenue expansion influenced within target accounts across RateGain and Sojern.
• Qualified pipeline created and strategic deals progressed through executive engagement.
• Increased number of accounts purchasing across both portfolios.
• Broader and deeper CXO coverage within priority accounts.
• Multi-region and global enterprise agreements secured through APMEA relationships.
• Achievement of agreed joint business plan and partnership milestones.

Job Responsibilities

• Build and nurture CXO relationships at priority hotel groups, OTAs and other strategic partners across APMEA.
• Open doors for RateGain and Sojern Sales and CSM teams, connecting them with relevant decision-makers.
• Act as the senior executive sponsor for strategic opportunities, key customer relationships and critical escalations.
• Develop joint account plans with Sales and CSM teams to identify and advance cross-sell opportunities across both portfolios.
• Support complex deals through executive alignment, value articulation and stakeholder engagement.
• Build long-term partnership roadmaps supported by joint business planning, clear milestones and executive governance.
• Identify co-innovation opportunities that create mutual customer and business value.
• Track CXO engagement, partnership milestones, influenced pipeline and revenue outcomes through agreed reporting processes.

Functional Competencies

• CXO Relationship Management
• Strategic Account Planning
• Travel and Hospitality Domain Expertise
• Cross-Portfolio Solution Selling
• Complex Deal Influence and Negotiation
• Strategic Partnership Development
• Executive Escalation Management
• Pipeline and Revenue Attribution

Strategic Competencies

• Enterprise Thinking
• Strategic Judgement
• Influence Without Authority
• Global and Regional Perspective
• Customer and Market Foresight
• Executive Presence
• Cross-Functional Collaboration
• Ownership and Execution Discipline

Required Experience and Skill Set

• 15+ years of experience in travel, hospitality or travel technology, with significant exposure to strategic accounts, enterprise partnerships or senior commercial leadership.
• An established CXO network across APAC, the Middle East and/or Africa.
• Proven track record of influencing large, multi-stakeholder deals without direct ownership of the sales quota.
• Experience engaging major hotel groups, OTAs, airlines and travel ecosystem partners.
• Strong understanding of hospitality distribution and revenue management, alongside martech, digital advertising or demand generation.
• Ability to engage credibly with CMOs, commercial leaders, distribution heads and revenue management executives.
• Strong stakeholder management, executive communication, negotiation and joint business planning skills.
• Experience working across matrix organisations, business units and geographies.
• Ability to translate executive relationships into measurable commercial outcomes.
• Willingness to travel extensively across the region and internationally.

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.