Rajat B Vij

Partnerships Manager

Gurugram, Haryana, India17 yrs 8 mos experience
Highly StableAI Enabled

Key Highlights

  • Built and scaled B2B GTM engines in TravelTech and SaaS.
  • Revived 5,000+ inactive hotels, delivering significant revenue uplift.
  • Tripled ARR beyond $3M through strategic partnerships.
Stackforce AI infers this person is a SaaS and TravelTech expert with a strong focus on B2B growth strategies.

Contact

rajatvij.in@gmail.comLinkedIn

Skills

Core Skills

Go-to-market StrategyStrategic PartnershipsCustomer SuccessHotel SupplyCustomer RetentionSales StrategyBusiness DevelopmentSalesBusiness Strategy

Other Skills

AI AgentsAI EthicsAI-Assisted GTM StrategyAI-Powered CRM WorkflowsAI-Powered Customer ExperienceAccount ManagementAnalytical ThinkingArtificial Intelligence (AI)B2B SalesBusiness TransformationBusiness-to-Business (B2B)CRM AutomationChannel Partner DevelopmentChannel Partner RelationsCloud Applications

About

I build and scale B2B GTM engines in TravelTech and SaaS, owning India market entry, early revenue, and team foundations. Over 17+ years, I’ve launched zero-to-scale motions, personally closed early SME and enterprise deals, and built high-performing sales and customer success teams across India and APAC. My work consistently sits at the intersection of GTM strategy, execution rigor, and customer lifecycle ownership. I’ve been the first GTM leader on the ground, setting cadence, closing initial anchor accounts, and building teams before scale. I’ve operated in founder-mode environments and large global platforms alike setting sales cadence, fixing broken funnels, driving adoption and expansion, and creating repeatable models that scale across cities and segments. Selected Impact (GTM, Revenue & Scale) • MakeMyTrip (NASDAQ: MMYT): Rebuilt partner onboarding and lifecycle motion; revived 5,000+ inactive hotels and delivered 25–35% MoM revenue uplift across key markets while leading enterprise and regional teams. • LEAD (Unicorn): Tripled ARR beyond $3M by building partner-led funnels, customer success routines, and regional GTM execution across Tier-2/3 markets. • InfraMantra: Built India GTM from scratch; scaled channel partnerships to $150K+ MRR and improved partner conversion by ~25% using CRM automation and data-driven prioritization. Core Focus Areas → India GTM & Market Entry → B2B Sales (SME & Enterprise) & Strategic Partnerships → Customer Success, Adoption & Expansion → TravelTech & Business Travel Platforms → Funnel Design, CRM Automation & Revenue Ops → Team Building, Performance Cadence & Coaching

Experience

Inframantra

Head, Strategic Partnerships & Growth

Jul 2024 – Present · 1 yr 8 mos · Gurugram, Haryana, India · On-site

  • Built the partnerships + channel ecosystem from zero, scaling to $150K+ MRR through funnel optimization, multi-stage partner nurturing, and lifecycle automation.
  • Lifted partner conversion 25% and shortened the sales cycle 30% by redesigning incentives, segmentation logic, and engagement workflows.
  • Implemented Salesforce-driven automation, improving pipeline accuracy by 40% and enabling forecast discipline and prioritization.
  • Led multi-city GTM execution across NCR & Tier-2 markets, aligning Product, Ops & Marketing to accelerate partner acquisition and revenue growth.
  • Strengthened developer alliances and introduced structured deal governance, improving deal velocity and multi-location expansion.
Business StrategySales StrategyGo-to-Market StrategySalesCustomer RetentionData-driven Decision Making+30

Lead school

Regional Business Head – Partnerships & Expansion

Oct 2021 – Jul 2023 · 1 yr 9 mos · Gurugram, Haryana, India · On-site

  • Scaled Tier-2/3 regional markets across North India, pushing ARR beyond $3M through partner-led GTM and multi-city acquisition programs.
  • Built CRM-integrated partner funnels that improved conversion 35% and cut onboarding time 40%, increasing activation velocity.
  • Tripled active partner engagement using data-led territory planning, lifecycle touchpoints, and structured performance reviews.
  • Onboarded and managed 200+ partners, driving product adoption, usage consistency, and predictable recurring revenue.
  • Directed a 25+ member sales & ops team with KPI-driven coaching and execution routines to deliver predictable revenue cadence.
Business StrategySales StrategyGo-to-Market StrategySalesCustomer RetentionData-driven Decision Making+31

Makemytrip

Senior Manager- OTA Supply & Strategic Alliances

Nov 2012 – Oct 2021 · 8 yrs 11 mos · Gurgaon, Haryana, India · On-site

  • Revived 5,000+ inactive hotels, delivering 25–35% MoM revenue lift through structured onboarding, pricing corrections, and distribution optimization.
  • Expanded national supply by 30% by building scalable acquisition frameworks, regional playbooks, and partner funnel governance.
  • Led strategic alliances with hotel chains and tech partners, driving $10M+ GMV impact through multi-channel distribution and supply growth.
  • Managed and scaled a 15-member account management team, improving productivity 40% via CRM discipline, KPI dashboards, and targeted coaching.
  • Developed data-led GTM & P&L-aligned frameworks that improved city-level occupancy, pricing strength, and partner retention.
Business StrategySales StrategyMarket ManagementGo-to-Market StrategySalesCustomer Retention+35

Hdfc bank

Deputy Manager- Strategic Partnerships & Client Growth

Sep 2011 – Nov 2012 · 1 yr 2 mos · Bengaluru, Karnataka, India · On-site

  • Managed a ₹30 Cr+ portfolio, delivering 20% YoY revenue growth through structured portfolio segmentation and targeted client engagement.
  • Improved profitability 15% using data-led customer lifecycle management and territory strategies.
  • Increased client retention and cross-sell effectiveness via relationship playbooks and advisory frameworks.
  • Strengthened segment penetration through analytics-led opportunity mapping and structured review cycles.
Business StrategySalesCustomer RetentionData-driven Decision MakingPartner Account ManagementConsultative Selling+16

Bandhan life

Manager- Sales Growth & Territory Strategy

Jun 2008 – Sep 2011 · 3 yrs 3 mos · Bengaluru, Karnataka, India · On-site

  • Delivered 35% sales growth through data-driven coaching, funnel optimization, and territory expansion initiatives.
  • Improved lead quality 30% by implementing structured funnel processes and performance-tracking mechanisms.
  • Expanded presence in high-potential markets, strengthening channel and partner networks.
  • Mentored regional teams to enhance productivity, execution discipline, and forecasting accuracy.
Business StrategySales StrategySalesCustomer RetentionData-driven Decision MakingPartner Account Management+17

Aviva india

Consultant, Financial Planning & Business

Jul 2007 – May 2008 · 10 mos · Bengaluru, Karnataka, India · On-site

  • Improved product profitability 20% using segmentation and portfolio analytics.
  • Increased regional productivity 15% with KPI-driven coaching and structured engagement workflows.
  • Delivered tailored financial solutions that improved retention and client value realization.
  • Supported cross-functional initiatives to drive alignment across distribution, sales & strategy teams.
Business StrategySalesConsultative SellingB2B SalesMarket AnalysisStakeholder Management+4

Education

International School of Management Excellence

MBA

Jul 2006 – Aug 2007

Academy of Management Studies

BCA — Computer Science

Apr 2002 – Mar 2005

Doon International School

Senior Secondary

Mar 2002 – Present

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