Hospitality Solutions

• Support contract redlining, vendor negotiations, renewal management, and procurement execution across SaaS, software, technology services, and related spend categories • Own a portfolio of deals, coordinate approvals and cross-functional reviews • Support Workday purchasing activities such as requisitions, POs, and issue resolution as needed • Lead/support negotiations for new vendors, renewals, expansions, and reductions • Review/redline commercial terms in MSAs, Order Forms, SOWs, and amendments • Negotiate key terms including price protections, renewal caps, usage/true-ups, SLAs, auto-renewal, termination, support • Assist with Workday purchasing (requisitions, approval support, POs, receipts, closeout) • Help monitor open/aging POs and support purchasing issue resolution as needed • Support vendor onboarding and supplier record maintenance • Build spend/pricing analyses using proposals, bids, history, budgets, and benchmarks • Partner with Finance to track savings/cost avoidance and budget impact • Support sourcing and renewals across SaaS, software, cloud/IT tools, marketing and technology vendors • Maintain renewal calendar; plan early to avoid auto-renewals and missed notice windows

• Serve as the strategic owner of the enterprise finance systems ecosystem, including Workday Financials, Workday Adaptive Planning, financial reporting architecture, and connected finance applications • Lead ongoing configuration, enhancement, optimization, and governance of Workday Financials modules including Accounting, Financial Management, Projects, Procurement, and Prism Analytics • Ensure system architecture aligns with evolving business processes, reporting requirements, operational scalability, and long-term enterprise strategy • Drive scalable finance systems strategy supporting future growth, automation, AI-enabled workflows, and operational modernization • Act as the primary internal owner for finance systems roadmap planning, prioritization, governance, and continuous improvement initiatives • Lead post-go-live stabilization and hypercare activities for the upcoming Workday Financials implementation • Partner with Finance leadership to drive user adoption, process optimization, and operational readiness • Own and manage the finance systems integration ecosystem, including inbound and outbound integrations across Workday, Salesforce, banking platforms, planning tools, AI vendors, and third-party finance applications • Own and optimize Workday worktag strategy, dimensional design, and chart of accounts governance to support financial reporting, operational analytics, and enterprise scalability • Lead implementation and ongoing optimization of Workday Adaptive Planning • Identify and implement opportunities to leverage AI, automation, predictive analytics, and intelligent workflows across finance operations • Serve as the primary internal owner and coordinator for external Workday managed services providers, implementation partners, and offshore support resources • Own finance-specific Workday security configuration, access governance, and controls management

• Lead, coach, and develop a team of Account Managers • Own the overall health and commercial performance of the team's account portfolio • Drive a culture of proactive upsell and cross-sell activity within the team • Oversee the commercial relationships with assigned channel partners • Serve as the primary escalation path for your team when support, delivery, implementation, or billing issues arise • Build the cross-functional relationships with Customer Care, Delivery, and Billing teams

• Own your market with the mindset of a CEO: know the landscape, know the players, and know where the business will come from before it is available • Drive continuous prospecting through research, industry events, and direct outreach • Build and maintain deep familiarity with target accounts, decision-making structures, competitive positioning, and deal timing • Represent Aven Hospitality externally at industry conferences, partner events, and customer meetings with presence and credibility • Own the full pursuit process for new business from identify to close, including deal strategy, stakeholder mapping, and executive alignment • Maintain a rigorous, accurate pipeline in Salesforce with honest stage qualification, documented contacts, and clear next steps on every open opportunity • Forecast accurately and communicate pipeline health transparently on a regular cadence • Coordinate with Sales Consultants for complex demonstrations and RFP deliverables • Lead the commercial process through pricing strategy, proposal, negotiation, and contract execution • Develop a command of Aven's full product portfolio and position the right solutions with confidence against the specific revenue and operational priorities of each prospect • Own the value narrative for your accounts: connect our capabilities to outcomes that matter to the customer, not just features on a page • Ensure clean, thorough handoffs to Account Management and Customer Success at deal close to protect long-term retention and customer health • Partner closely with Sales Consulting, Account Management, and Customer Success as active counterparts throughout the pursuit process • Bring field intelligence back into the organization consistently: competitive signals, market dynamics, customer feedback, and emerging themes that sharpen our go-to-market approach • Operate as a credible colleague who raises the bar for the broader commercial team

• Partner with Sales and Account Management throughout the sales cycle to provide functional and technical solutions, ensuring the right solution is aligned to the right customer. • Serve as the technical lead and subject matter expert on Aven Hospitality products, capabilities, and requirements. • Translate business requirements from hospitality clients into technical solutions that clearly demonstrate value and return on investment (ROI). • Scope and document the technical requirements of sales opportunities in the Customer Onboarding Plan (COP) or Blueprint document. • Support customer onboarding by providing functional and strategic advice to ensure successful solution adoption. • Assist in RFP responses and technical documentation, ensuring accuracy, clarity, and compelling solution positioning. • Maintain a deep understanding of product capabilities, configuration options, and alignment with Aven Hospitality systems. • Stay current on hospitality industry trends, standards, and emerging technologies to support effective solution positioning and differentiation. • Lead and support discovery sessions to understand customer business objectives, operational challenges, and functional requirements. • Deliver tailored solution presentations and product demonstrations aligned to customer use cases and desired outcomes. • Communicate complex technical concepts in clear, business‑focused language to both technical stakeholders and executive audiences. • Collaborate closely with Sales, Solution Engineers, Solution Architects, Product, and Enablement teams to ensure consistent solution messaging and execution. • Share customer feedback, competitive insights, and field learnings to support continuous improvement of products and sales effectiveness. • Adhere to global pre‑sales standards, methodologies, and value‑based selling practices.

• Responsible for growth and revenue generation of new logos (hotel chains) to AH in Japan • Act as the primary commercial lead for all AH product sales • Support the Head of Sales with APAC Strategy for business development • Develop, grow and nurture new leads and feed the sales pipeline • Work with internal stakeholders to facilitate successful onboarding of new hotel chains • Leverage C-level contacts to ensure new logo wins • Build long term growth in customer base • Monitor market and competitor developments and analyze market trends • Maintain forecast of sales activity and regularly report key metrics to management • Negotiate contracts and ensure margins and pricing align with AH strategy