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 all 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. The company has also been certified as a Great Place to Work® in the USA, Spain, and India, with recognition in India for seven consecutive years and in the top 100 in India. 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, among other industry recognitions.
Position Overview
Build and lead Sojern Corporate's channel partner business — a partner-led distribution motion across closed and semi-closed platforms, including walled gardens, CTV and premium video, retail media networks, and travel and commerce platforms. In this model, partners embed or activate Sojern's measurement, insights, and data-driven capabilities: the partner owns the customer relationship, the sales motion, and the media. Embedded measurement is frequently the entry point, helping partners prove the value of their own media.
This is a builder's role for a senior commercial leader who can open strategic channel routes, shape partner-ready offerings, and create durable new revenue streams for Corporate — a motion distinct from agency and direct media sales.
Primary Responsibilities
- Define the channel sales strategy and partner roadmap for Sojern Corporate, focused on closed and semi-closed platforms
- Source, negotiate, and close strategic platform, publisher, and retail-media-network partnerships
- Lead with embedded measurement as the wedge into closed ecosystems, then expand into adjacent insights and data-driven products and services
- Build joint business plans that grow adoption of Sojern's measurement, insights, and data-driven products
- Own partner revenue performance, activation, and long-term expansion
- Create a scalable one-to-many commercial motion that extends beyond direct sales
- Partner closely with Sojern's Destinations and Properties lines of business to coordinate on shared accounts and ensure channel partnerships expand the total opportunity
- Work cross-functionally with Product, Marketing, Sales, CSM, and Operations to shape partner-ready offerings
What Success Looks Like
- A clear partner strategy and target account list in place.
- New strategic partners signed and activate
- Growing revenue contribution from channel partnerships.
- Repeatable model for scaled distribution and partner-led growth.
- Clean cross-LOB coordination — partnerships that grow the total opportunity without creating channel conflict.
Experience & Skills
- 12+ years in media, adtech, or martech.
- Proven success in channel sales, partner sales, or business development
- Experience with platforms, publishers, walled gardens, CTV, retail media networks, or scaled distribution partner.
- Strong partnership structuring, negotiation, and commercial planning skills.
- Working understanding of measurement and attribution as a commercial wedge (strong plus).
- Able to operate strategically while staying close to execution.
- Effective in a matrixed, multi-line-of-business organization.
Leadership Traits
- Builder mindset — creates structure in ambiguity.
- Strategic and hands on.
- Commercially sharp and externally credible.
- Collaborative across business units; builds trust with internal partners.
🌎 Americas | Ref ID: ST-12126
