Deputy Manager- Alliances

About the Opportunity

Role:

Level:

Location:

About the Function:

Happay, a part of the MakeMyTrip Group, is a leading spend management platform that empowers businesses with complete visibility and control over their expenses. Our unified solution simplifies and streamlines all aspects of business spending—from travel and expense to payments and procurement—delivering real-time insights and end-to-end automation for enterprises.

Alliances & Partnerships

About the Role:

strategic and high-impact role

commercial acumen, strategic thinking, and operational execution

What will you be doing:

1. Partnership Strategy & Ecosystem Development

• Identify, onboard, and manage strategic partners across TMCs, consulting firms, system integrators, resellers, and fintech ecosystems.
• Design and implement scalable frameworks for reseller, referral, and implementation partnerships.
• Develop joint business plans and evaluate new partnership models to accelerate Happay’s SaaS-led expansion across India, the GCC, and Southeast Asia.

2. Joint GTM & Co-Sell Enablement

• Build and execute joint GTM strategies with alliance partners to generate qualified pipeline and incremental revenue.
• Collaborate cross-functionally to deliver co-branded campaigns, bundled offerings, and enablement programs.
• Track and report partner-sourced leads, influenced revenue, and engagement KPIs to measure impact.

3. Relationship Management & Governance

• Own strategic alliance relationships, drive quarterly business reviews (QBRs), and monitor partner performance.
• Lead negotiations on agreements, commercials, and renewals in alignment with internal stakeholders.
• Establish governance frameworks and success metrics to ensure consistency and accountability across partnership categories.

4. Cross-Functional Collaboration

• Partner with Sales, Product, and Customer Success teams to align partnership opportunities with core business objectives.
• Enable internal teams through partner updates, certification programs, and shared GTM playbooks.
• Work closely with Product & Tech to identify integration opportunities and build differentiated joint solutions.

Qualification & Experience:

• Engineering or Management graduate

  from a reputed institute with

  4–6 years of experience

  in

  Partnerships, Alliances, Channel Sales, or Strategic Business Development

  within

  SaaS, fintech, or enterprise technology

  environments.
• Proven exposure to

  building and managing global partnerships

  — especially with

  Travel Management Companies (TMCs), Consulting Firms, or System Integrators

  — will be an added advantage.
• Background in

  travel tech, ERP/finance automation, or integration-led partnerships

  preferred.
• Strong

  commercial acumen

  ,

  stakeholder management

  , and

  negotiation skills

  with the ability to translate partnerships into measurable business outcomes.
• Excellent

  communication and collaboration abilities

  , with a passion for driving ecosystem-led growth.

Key Success Factors for the Role:

• SaaS Ecosystem Knowledge:

  Deep understanding of SaaS distribution models, GTM motions, and partnership monetization levers.

• Alliance Management:

  Proven ability to build, nurture, and scale strategic alliances with TMCs, consulting firms, and system integrators.

• Commercial Acumen:

  Skilled in designing and managing scalable partnership models (reseller, implementation, referral) with clear ROI and performance metrics.

• Cross-Functional Influence:

  Strong collaborator who can align stakeholders across Product, Sales, Marketing, and Finance to drive shared outcomes.

• Execution Excellence:

  Structured, detail-oriented approach to partner onboarding, pipeline tracking, and enablement initiatives.

• Negotiation & Communication:

  Exceptional interpersonal, negotiation, and presentation skills for C-level and enterprise-level engagement.