BDM

What you actually do

• Choose where not to play
  The value of this job is as much in the markets you rule out as in the ones you open. Entering a country with no local partner and no references usually costs a year and returns nothing.
• Build partnerships that sell
  In hotel tech, integrations and partners move more volume than direct outbound. A deal with a PMS or a channel manager gives you distribution, but you have to work it like any other customer.
• Validate with real revenue
  A market is not open when you sign the agreement. It is open when three customers are paying without you being in the room.
• Translate the product per market
  What sells into an urban chain does not sell into a resort. The pitch adapts or it does not land.