Deputy Manager- Alliances

About the Opportunity

Role : Alliances & Partnerships- Happay

Level : Deputy Manager

Location : Gurugram

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.

The Alliances & Partnerships function at Happay plays a pivotal role in driving the next phase of growth for our SaaS-based expense and travel management ecosystem. The team builds, nurtures, and scales strategic collaborations with Travel Management Companies (TMCs), leading advisory firms, ERP / CRM platforms, financial institutions, and implementation partners . These alliances are designed to create synergistic, win-win relationships that enhance customer value, expand reach, and accelerate product adoption across global enterprise markets.

About the Role :

This is a strategic and high-impact role responsible for building and scaling Happay’s partnership-led growth engine across key markets. The incumbent will identify, onboard, and manage high-value partners to drive new revenue streams, enable co-selling opportunities, and deepen Happay’s enterprise penetration across India, the GCC, and Southeast Asia.

The role calls for a strong blend of commercial acumen, strategic thinking, and operational execution to translate partnerships into tangible business impact. The ideal candidate brings a proven track record in alliances, business development, or channel strategy within SaaS, fintech, or enterprise technology environments, with the ability to influence senior stakeholders and deliver measurable outcomes.

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.