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Distribution & Commercial Strategy Lead, Amazon Travel & Events

Amazon· Travel & Events (AT&E) / Supplier & Category Strategy (SCS)
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Arlington, VA$139.1k - $184kFull-timePosted 1w ago

About the role

Lead the commercial agreements, distribution economics, and channel strategy for Amazon Travel & Events, owning terms, costs, and contractual frameworks that govern how negotiated inventory reaches booking tools and platforms. Interfaces with AWS, Advertising, and Operations to reflect Amazon’s supplier relationships and scale.

Responsibilities

  • Own the commercial strategy for distribution agreements across TMCs, OBTs, GDS providers, and content aggregators; define transaction fees, incentives, content access terms, and channel economics
  • Define channel-specific commercial terms by channel type, supplier tier, and category
  • Design and manage supplier relationships to drive content into booking channels
  • Set channel adoption targets by travel type and traveler population based on cost, compliance, and traveler experience
  • Own channel-level cost of distribution (transaction fees, GDS costs, OBT licensing, TMC service fees, overhead)
  • Model total cost of acquisition by channel including direct costs, compliance, policy savings, and productivity impact
  • Ensure distribution agreements align with negotiated rates, allotments, and exclusivity terms
  • Manage contract lifecycle (renewals, amendments, SLA enforcement, renegotiation triggers)
  • Monitor channel leakage and drive bookings toward preferred channels
  • Evaluate emerging distribution models (NDC-native aggregators, direct-connect, AI booking interfaces) for AT&E fit
  • Develop annual distribution budget and forecast; present channel economics to AT&E leadership
  • Partner with Tech & Data Solutions to integrate inventory and booking systems to channels (APIs, NDC, GDS, XML)
  • Ensure negotiated rates and content load correctly across channels; monitor and troubleshoot gaps
  • Collaborate on NDC adoption, GDS optimization, direct-connect buildout, and data pipelines
  • Ensure booking data flows back for spend visibility, policy compliance, and travel risk management
  • Evaluate content aggregation strategy to maximize fare and rate coverage
  • Understand travel ecosystem economics and how to unlock value through different operating models
  • Coordinate with Legal, Finance, and Compliance on accreditation requirements and benefits
  • Support pan-Amazon strategic sessions and identify cross-Amazon synergies with BU-specific supplier economics
  • Represent distribution and commercial strategy in AT&E leadership planning and cross-functional reviews

Qualifications

  • Experience communicating effectively with senior leadership
  • 5+ years of progressive experience in travel distribution, corporate travel program management, TMC/OBT operations, or travel technology
  • Deep understanding of travel distribution economics (GDS, NDC, direct connects, content aggregation, intermediary costs)
  • Proven track record negotiating distribution agreements with GDS providers, TMCs, OBTs, or content aggregators
  • Strong analytical skills for channel performance models, cost analyses, and business cases

Skills

Required:Commercial strategyNegotiationCost modeling

Benefits

  • Comprehensive benefits including health insurance (medical, dental, vision, prescription)
  • 401(k) matching
  • Paid time off and parental leave
  • Discretionary sign-on and RSUs as part of compensation package
Last updated Oct 25, 2026. Interested? Apply on the company site.

About Amazon

Amazon.com, Inc. or its affiliates

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