Deputy Manager- Alliances

About the Opportunity Role:Alliances & Partnerships- Happay Level:Deputy Manager Location:GurugramAbout 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.TheAlliances & Partnershipsfunction 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 withTravel Management Companies (TMCs), leading advisory firms, ERP/CRM platforms, financial institutions, and implementation partners . These alliances are designed to createsynergistic, win-win relationshipsthat enhance customer value, expand reach, and accelerate product adoption across global enterprise markets.About the Role: This is astrategic and high-impact roleresponsible 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 ofcommercial acumen, strategic thinking, and operational executionto translate partnerships into tangible business impact. The ideal candidate brings aproven track record in alliances, business development, or channel strategywithinSaaS, fintech, or enterprise technologyenvironments, 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 graduatefrom a reputed institute with4–6 years of experienceinPartnerships, Alliances, Channel Sales, or Strategic Business DevelopmentwithinSaaS, fintech, or enterprise technologyenvironments. Proven exposure tobuilding and managing global partnerships— especially withTravel Management Companies (TMCs), Consulting Firms, or System Integrators— will be an added advantage. Background intravel tech, ERP/finance automation, or integration-led partnershipspreferred. Strongcommercial acumen ,stakeholder management , andnegotiation skillswith the ability to translate partnerships into measurable business outcomes. Excellentcommunication 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.