Regional Partnerships Manager

HBX Group is the world’s leading technology partner, connecting and empowering the world of travel. We’re game-changers, disruptors, the people who bring together local and global brands in accommodation, transport, activities and payments through our network of 300,000 hotels worldwide, 60,000 hard to reach high value clients such as tour operators, travel agents and loyalty schemes across 140 source markets. We are tech-driven, with a customer-first philosophy, and commercial teams whose knowledge and relationships on the ground are second to none. And of course we have an amazing team! Our people, Team HBX Group, are the beating heart of the company who we encourage to ‘move fast, dream big and make the difference’ every day. In fact, we believe that it is tech + data + people that truly sets us apart in the market, alongside our ‘global approach, local touch’ mentality. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide.

Job Summary

As a Regional Partnerships Manager, you will play a key role in accelerating commercial growth across LATAM by converting qualified opportunities into high-value strategic partnerships. This is a highly commercial, revenue-generating role focused on developing new business opportunities, leading complex negotiations, and closing strategic agreements that drive long-term growth. Acting as a trusted business partner, you will collaborate with internal stakeholders and external decision-makers to create mutually beneficial partnerships that expand our market presence and commercial footprint. You will own the entire deal cycle, from opportunity development and negotiation to transition and onboarding, ensuring a seamless customer experience and long-term partnership success.

Job Responsibilities

• Strategic Partnership Development: Identify, develop, and convert qualified business opportunities into high-value partnerships across the LATAM region.
• Commercial Negotiation & Deal Closure: Own the end-to-end sales and negotiation process from opportunity qualification through contract signature. Lead complex commercial negotiations with senior stakeholders. Structure and negotiate strategic commercial agreements, including exclusivity, semi-exclusive, seasonal, and customized partnership models. Deliver commercially sound agreements aligned with business objectives and growth targets.
• Opportunity Management & Revenue Growth: Manage a pipeline of strategic opportunities across multiple markets and products. Identify upselling and cross-selling opportunities within prospective and existing partnerships. Expand product adoption and commercial reach within assigned territories. Maintain accurate forecasting and opportunity tracking.
• RFI & RFP Leadership: Lead the preparation and execution of Request for Information (RFI) and Request for Proposal (RFP) processes. Coordinate cross-functional teams to create compelling commercial proposals. Ensure submissions are delivered on time and align with commercial and compliance requirements. Secure new business opportunities through structured procurement processes.
• Stakeholder Management & Collaboration: Collaborate closely with Sales, Commercial, Product, Operations, Legal, and Partnership Success teams. Align internal stakeholders around strategic opportunities and partnership objectives. Build strong relationships across multiple levels of both client and internal organizations.
• Transition & Client Experience: Ensure seamless handover of closed opportunities to onboarding and account management teams. Maintain a high standard of customer experience throughout the sales cycle. Support early-stage account activation and partnership implementation. Act as a trusted commercial advisor during the transition process.

Required Skills

• Proven ability to develop and close complex commercial opportunities.
• Strong strategic negotiation and influencing capabilities.
• Excellent relationship‑building skills with senior stakeholders.
• Outstanding commercial acumen and revenue‑focused mindset.
• Ability to manage multiple opportunities simultaneously while maintaining attention to detail.
• Strong presentation, communication, and storytelling skills.
• Highly analytical and capable of translating business objectives into practical commercial solutions.
• Entrepreneurial attitude with a strong sense of ownership and accountability.
• Ability to operate effectively in fast‑paced, international environments.

Required Tech Skills

• Advanced Excel for commercial analysis, forecasting, and opportunity management.
• Strong PowerPoint skills for executive‑level presentations and business proposals.
• Experience using CRM platforms such as Salesforce.
• Ability to leverage data and reporting tools to support commercial decision‑making.
• Experience managing RFI/RFP workflows and sales pipelines.

Qualifications & Experience

• Proven experience in Business Development, Strategic Partnerships, Commercial Sales, or related roles.
• Demonstrated track record of closing high‑value and complex commercial agreements.
• Experience managing sophisticated negotiations involving multiple stakeholders.
• Experience working within travel, technology, hospitality, marketplaces, or similar B2B environments is highly preferred.
• Strong understanding of commercial contracts and partnership structures.
• Bachelor’s degree in business, Economics, Marketing, Tourism, or a related field preferred.
• Fluent Spanish and English required; additional Fluent Portuguese is advantageous.

Equal Opportunity & Diversity

At HBX Group, we believe that diversity drives innovation and makes travel a force for good. We're committed to creating an inclusive workplace where everyone feels valued and respected, embracing different backgrounds, perspectives and talents. Join us and be part of a team where diversity and equal opportunities really do make a difference.

Benefits

• Attractive benefits package.
• Within an innovative, engaging and multicultural environment.
• Have the opportunity to build strong and lasting business relationships and friendships from around the world.
• Have the opportunity to develop your career locally or within one of our beautiful working locations across the globe.

What do we do?

1. 01 We buy room nights from hotels that we sell on to our network of high value clients such as tour operators and travel agents.
2. 02 We use our innovative tech platforms to distribute these room nights to our clients, who sell them on to the end customer.
3. 03 We can also offer experiences (like excursions, theme park tickets and other fun stuff) and transport options to our clients so they can make amazing packages for their customers.
4. 04 We help our partners to grow – because when they grow, we grow.

Now more than ever, ESG is critical to our business, and we don’t just talk about it, we put our words into action. We’ve joined Amazon and The Climate Pledge to become net zero carbon by 2040, a decade ahead of the Paris Climate Agreement. We’ve been certified as carbon neutral for four years on the row. We’re committed to protecting the environment in all the places we work. We support the economic and social development of our regions through our Corporate Volunteering Programme. We respect human rights and work hard to make sure we don’t commit any violations.