Job Description

Synopsis
The Manager, Sales - Joint Venture and Partnerships Management is responsible for leading and developing EYs airline joint ventures and partnerships from a sales and distribution perspective. This includes overseeing the launch and integration of new partners, driving business development with existing ones, and continuously enhancing partnerships in line with the overall Sales strategy. In addition, the Manager is also responsible for overseeing EYs GSA strategy, managing existing agreements, ensuring value optimization and alignment with EYs processes and frameworks.
Accountabilities

• Act as a key contributor to strategic business case development and partner selection, ensuring early Sales involvement in Alliance-led decision-making.
• Design, refine, and implement a comprehensive JV/Partnership framework to support scalable, revenue-optimized collaboration across new and existing partners.
• Lead the advancement of commercial cooperation with JV partners by driving process harmonization, integration, and identifying joint sales opportunities and synergies.
• Initiate, evaluate, and manage strategic projects to enhance JV integration and ensure alignment with EY's commercial goals and interests.
• Ensure EY's sales systems, processes, and compliance mechanisms are in place to support efficient, effective, and fully compliant JV operations.
• Coordinate and oversee Sales activities across JV, Partnership, and Alliance topics, ensuring alignment and engagement with internal and external stakeholders.
• Represent Sales leadership in internal and external panels, working groups, and governance forums to influence partnership-related decision-making.
• Promote consistent and transparent communication within the JV/Partnership environment, ensuring structured updates and alignment with Sales partners.
• Lead and mentor a team of Partnership Managers and Officers, overseeing day-to-day operations and ensuring excellence across the JV and GSA portfolio.
• Maintain a balanced sourcing strategy by enhancing internal controls while enabling speed and agility in market execution through external partnerships.
• Develop and execute a strategic GSA vendor framework, including selection, (re)negotiation, and performance optimization to drive cost efficiency and value creation.
• Oversee GSA integration into EY's internal processes and systems to improve efficiency, compliance, and alignment with company standards.
• Monitor, assess, and enhance GSA performance, ensuring contractual KPIs are met and agreements support long-term commercial growth.

Education & Experience

• University degree in Business Administration, Economics, Aviation Management, International Relations, or a related discipline is required.
• Master's degree (e.g., MBA or equivalent) is a plus.7-10 years of experience in commercial, strategic, or partnership roles within the airline or aviation industry, with strong knowledge of global sales and distribution models.
• Proven ability to manage or support JV and strategic partnerships, including commercial negotiations and integration.
• Experience leading complex, cross-functional projects involving international stakeholders.
• Skilled in implementing governance frameworks and commercial operating models.
• Solid background in sales operations or distribution strategy, including work with field sales, GSAs, and commercial teams.
• Experienced in engaging senior stakeholders, internal governance, and external partners.
• Demonstrated leadership in team development, mentoring, and performance management.
• Proficient in data analysis, KPI tracking, and reporting to support commercial decisions.
• Skilled in executive-level presentations and dashboard creation.
• Advanced in Microsoft Office (Excel, PowerPoint, Outlook); familiarity with CRM/BI tools (e.g., Salesforce, Power BI) is a plus.

About Etihad Airways
Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world's leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad's codeshare partners, Etihad's network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. All this ties into Etihad's ambitious Journey 2030 strategy. The airline plans to double its fleet size and triple the number of customers over the next six years as it sets out to be the airline everyone wants to fly!
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Skills Required