MakeMyTrip - Key Account Manager - Corporate Channel - MyBiz

Role: Key Account Manager - Corporate Channel

Level: Manager

Reporting to: Director - Corporate Channel

Location: Gurgaon

About the Function:

MyBiz, a corporate travel management platform by MakeMyTrip provides a customizable, real time self-booking system which seamlessly integrates into a companys structure to deliver convenience, transparency, savings and the power of choice.

Over last 5 years, they have on-boarded 50000+ prominent corporates which are availing the benefits of our seamless platform, along with significant savings.

About the Role:

As a KAM Lead for the MyBiz business at MakeMyTrip, this role will own and scale the corporate account management charter across the North region. The role is responsible for driving regional growth through strong client relationships, revenue expansion, and consistent delivery of business outcomes across enterprise and mid-market accounts.

This role will lead and develop a high-performing KAM team, own end-to-end regional targets, and ensure operational rigor across account management, renewals, and upsell. The focus will be on building long-term partnerships with corporates, improving client satisfaction, and driving disciplined execution while fostering a culture of ownership, collaboration, and continuous improvement.

What will you be doing:

1. Strategic Leadership & Growth:

- Define and execute the regional corporate account strategy to deliver revenue growth, profitability, and market share across the North region.

- Translate overall business objectives into clear regional priorities, action plans, and measurable KPIs.

- Drive data-led decision-making by analysing market trends, competitive landscape, customer behaviour, and funnel performance.

2. Team Leadership & Development:

- Lead, mentor, and scale a team of 8 Key Account Managers (KAMs) across the region. Set clear performance expectations, targets, and incentive frameworks to drive consistent outcomes.

- Enable the team through structured training, sales playbooks, deal-closing frameworks, and forecasting discipline.

- Build a high-performance culture anchored in ownership, collaboration, and continuous improvement.

3. Sales Delivery & Pipeline Management:

- Own the end-to-end sales cycle for mid to large enterprise accounts, from lead engagement and solutioning to closure.

- Ensure a healthy, predictable, and revenue-backed pipeline across MyBiz offerings, including the Self-Booking Tool, managed travel services, and Travel & Expense solutions.

- Identify and drive upsell, cross-sell, and renewal opportunities to maximize account value and long-term revenue.

4. Client Relationship & Value Delivery:

- Act as the strategic relationship owner and escalation point for key corporate clients in the region.

- Drive high customer satisfaction through strong account governance, seamless onboarding, and effective support coordination.

- Partner closely with Product, Operations, Finance, Legal, and Delivery teams to ensure smooth implementation and contractual adherence.

5. Market & Competitive Intelligence:

- Track regional market dynamics to identify emerging sectors, solution gaps, pricing trends, and competitive moves.

- Refine the regional go-to-market strategy on an ongoing basis using insights from market data and performance metrics.

6. Cross-functional Collaboration:

- Work closely with Product and Supply teams to strengthen offerings and address evolving client needs.

- Partner with Finance to enable accurate forecasting, revenue tracking, and business optimization.

- Coordinate with Operations and Technology teams to ensure efficient onboarding, service delivery, and issue resolution.

- Engage with Legal teams to manage contract lifecycles, ensure compliance, and mitigate commercial risk.

Qualification & Experience:

- Post-graduate from a reputed institute with 8-12 years of experience in corporate sales or account management, including 2-3 years in a people leadership role.

- Strong experience in B2B SaaS or tech-enabled platform sales; exposure to corporate travel technology or enterprise solutions is preferred.

- Demonstrated track record of consistently exceeding targets, scaling teams, and driving regional growth.

- Strong comfort with P&L ownership, pricing levers, funnel economics, and sales forecasting.

Key Success Factors for the Role:

- Business Acumen: Strong commercial and strategic mindset with the ability to assess market dynamics, revenue opportunities, and business risk.

- Analytical Rigor: Data-driven approach to tracking pipeline health, sales efficiency, and revenue outcomes, with clear ownership of targets and productivity metrics.

- Communication & Negotiation: Clear and confident communicator with the ability to influence and negotiate effectively at senior and CXO levels.

- Execution Focus: Strong bias for action with a consistent track record of delivering revenue targets and improving sales cycle efficiency.

- Customer Orientation: Focus on long-term account growth and retention through value-led solutions and strong client partnerships.

- People Leadership: Ability to build and scale high-performing teams through coaching, accountability, and stakeholder collaboration.