VP, NA Airline Partnerships & Strategy

Overview

The VP, NA Airline Partnerships & Strategy is responsible for defining and executing the North American airline partnership strategy to drive revenue growth, customer acquisition, product innovation, and long-term strategic advantage. This leader owns relationships with airline partners and shapes alliance, commercial, and go-to-market strategies. The role combines strategic vision, commercial negotiation, and operational execution, working closely with global and the other regional leadership teams.

Standard

Airline Strategy & Commercial Leadership

• Define and execute the global airline strategy, including preferred carrier programs, pricing structures, incentive models, and long-term partnership frameworks.
• Lead complex, multi-year airline negotiations across global, regional, and specialty carriers to maximize commercial value and strategic alignment.
• Own airline economics, ensuring measurable contribution to revenue growth, margin expansion, and EBITDA outcomes.

Distribution & Retailing (incl. NDC)

• Shape airline distribution strategy, including NDC participation, content access, and commercial models in partnership with Product and Technology teams.
• Balance cost, access, and traveler experience while mitigating risk related to distribution fragmentation and airline retailing evolution.
• Serve as internal subject-matter expert on airline commercial and distribution trends.

Executive Partner Management

• Act as the senior executive sponsor for airline relationships, maintaining C-suite and commercial leadership connectivity.
• Resolve escalations and ensure alignment between airline partners, internal stakeholders, and client needs.
• Represent the company in strategic airline forums, industry councils, and executive working groups.

Cross-Functional Collaboration

• Partner closely with Sales, Client Management, Product, Technology, Finance, and Operations to align airline strategy with go-to-market and service delivery.
• Enable Sales and Client teams with clear airline value propositions, program narratives, and competitive positioning.
• Collaborate with Finance to forecast airline revenue, incentives, and margin contribution.

Governance, Performance & Risk

• Establish governance frameworks, KPIs, and scorecards to track airline partner performance and commercial outcomes.
• Ensure compliance with regulatory, contractual, and data requirements.
• Anticipate and manage supplier risk, including capacity shifts, distribution changes, and market volatility.

Team & Organizational Leadership

• Build, lead, and mentor a high-performing partnerships and strategy team.
• Establish best practices for partner management, deal governance, and execution.
• Foster a culture of accountability, innovation, and external partnership excellence.

• This position has reports which includes responsibility for overall performance management, including hiring, training, coaching, feedback, development, etc.
• Models the way for employees and sets a positive example by demonstrating our core values.
• Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans.
• Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture.

• Embrace CTM's core values of Connect, Evolve and Deliver.
• Professional, collaborative and supportive interaction with employees, clients, suppliers and vendors.
• Ability to work independently as well as part of a team.
• Appropriate and professional written and verbal communication.
• Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests.
• Creative and analytical thinking with strong problem-solving and consultative skills.
• Demonstrates calm under pressure - is a proactive contributor and eager to learn.
• Proficiency in Microsoft Office Suite.
• Ability to do basic math.
• Ability to read and interpret information.
• Attention to detail.
• Regular and reliable attendance.

• 8+ years of senior leadership experience in corporate travel, airline commercial strategy, or…