Senior Manager - Partnerships & Alliances

Senior Manager - Partnerships & Alliances

About Smartworks

Smartworks is India's leading managed workspace platform, transforming the future of work through technology-enabled office solutions. We build scalable digital products that power smart workplaces, enhance customer experiences, and optimize enterprise operations.

Role Overview

We are looking for a dynamic and commercially driven professional to lead Partnerships & Alliances at Smartworks. The role will focus on building and scaling strategic partnerships across Food & Beverage (F&B), IT and technology sales, travel and hospitality, and other complementary service categories.

The individual will be responsible for identifying new partnership opportunities, developing strategic alliances, driving revenue and business growth, and strengthening both internal and external partnerships.

Key Responsibilities

1. Strategic Partnerships & Alliances:

- Identify, evaluate, and establish strategic partnerships aligned with Smartworks' business objectives.

- Develop and manage a diverse partner ecosystem across F&B, IT sales, technology solutions, travel, hospitality, and other relevant categories.

- Negotiate commercial terms, partnership agreements, revenue-sharing models, and mutually beneficial business arrangements.

- Build long-term relationships with partners to drive business growth, customer value, and operational efficiencies.

- Explore new partnership models, joint go-to-market initiatives, and co-branded offerings.

2. F&B Partnerships:

- Build partnerships with food and beverage brands, café operators, catering providers, and food delivery platforms.

- Develop value-added F&B offerings for Smartworks' members, clients, and workplace communities.

- Drive partner-led revenue opportunities, exclusive offers, and improved food and beverage experiences across centres.

- Monitor partner performance, service quality, commercial outcomes, and customer satisfaction.

3. IT Sales & Technology Partnerships:

- Establish alliances with IT hardware and software providers, enterprise technology vendors, SaaS companies, and technology service providers.

- Identify opportunities to offer technology products and services to Smartworks' existing client base.

- Develop joint sales initiatives, referral partnerships, cross-selling opportunities, and bundled offerings.

- Collaborate with internal sales and business development teams to generate leads, improve conversions, and drive incremental revenue.

- Explore partnerships in areas such as workplace technology, IT infrastructure, cybersecurity, collaboration tools, and digital workplace solutions.

4. Internal & External Partnerships:

- Work closely with internal teams, including Sales, Marketing, Operations, Centre Management, Procurement, Finance, and Client Solutions, to identify and execute partnership opportunities.

- Build alignment across business units to ensure effective implementation and adoption of partnership initiatives.

- Develop external relationships with brands, service providers, enterprise solution partners, channel partners, and industry stakeholders.

- Drive cross-functional initiatives that improve client engagement, enhance service delivery, and create additional revenue streams.

5. Travel & Hospitality Partnerships:

- Develop strategic alliances with airlines, hotels, travel management companies, mobility providers, hospitality brands, and travel platforms.

- Create exclusive benefits, corporate offers, and value-added services for Smartworks' clients and workplace communities.

- Explore partnerships that enhance employee convenience, business travel experiences, and corporate hospitality offerings.

- Build integrated solutions that leverage Smartworks' enterprise relationships and partner networks.

6. Revenue Generation & Business Development:

- Identify and develop new revenue streams through strategic alliances, partner-led sales, referrals, and cross-selling opportunities.

- Build business cases and commercial models to evaluate partnership viability and growth potential.

- Work with sales teams to convert partnership opportunities into measurable business outcomes.

- Track partnership performance against defined KPIs, including revenue contribution, lead generation, conversion rates, partner engagement, and return on investment.

- Identify opportunities to expand successful partnerships across Smartworks' centres and enterprise client network.

7. Partner Relationship & Performance Management:

- Own the end-to-end partnership lifecycle, from partner identification and onboarding to activation, performance tracking, and expansion.

- Establish clear partnership objectives, service-level expectations, and performance metrics.

- Conduct regular business reviews with partners to assess performance and identify opportunities for improvement.

- Ensure partner offerings remain aligned with Smartworks' brand, client expectations, and business priorities.