GrabGifts and Grab B2B Channel Partner Lead

Company Description

About Grab and Our Workplace

Grab is Southeast Asia's leading superapp. From getting your favourite meals delivered to helping you manage your finances and getting around town hassle-free, we've got your back with everything. In Grab, purpose gives us joy and habits build excellence, while harnessing the power of Technology and AI to deliver the mission of driving Southeast Asia forward by economically empowering everyone, with heart, hunger, honour, and humility.

Job Description

Get to know our team:

Our team, Grab for Business (GfB), is a B2B SaaS division within Grab. We simplify business transportation, corporate food and package deliveries, and related services for companies across Southeast Asia. As part of our dynamic team, you will use your skills to make progress, unlock your potential, and be inspired by some of the industry's most creative minds. We are a mix of young and experienced individuals who are motivated to make a societal impact in Southeast Asia.

Get to know the role:

As a Channel and Partnership Manager for our Grab for Business team, you will manage and expand a portfolio of top Indonesian corporate clients through Channel and Partnership and as business owner to Grab B2B product. You will have a background in partner/channel management, understand business metrics to manage P&L, has leadership experience, able to deliver engaging presentations to both internal and external partners to, takes into account small details, and a history of exceeding expectations. This role is based in our Jakarta office, and you will report to the Director of Grab for Business.

The Critical Tasks You Will Perform

• You will manage a team, and develop the strategy to grow the channel/partnership ecosystem through engaging the right partners in the industry, creating go-to-market strategies, and using data-backed insights to upsell and cross-sell our platform products. Build, forecast, and maintain a pipeline of deals, tracking performance against sales targets, and engaging with main partners.
• Create overall plans including the commercial scheme, agreement, and engagement to guarantee a profitable and sustainable partnership ecosystem.
• Set the right Rhythm of Business (ROB), tracking the performance to grow the partner contribution to overall revenue, and engaging with Important Partners and C-Level of Partners for support and commitment.
• Collaborate across different team members to implement the strategy, achieve OKR and sales targets.
• Experience using in-depth data to analyse partner's portfolio, pipeline and business to identify partner-specific growth strategies and solidify our position as a market leader.
• Manage the B2B business, including GrabGifts, OVO B2B, and upcoming solutions. Create our strategy of GrabGifts, collaborate with GrabAds and Marketing Team to build bundled solution for corporate clients.
• Show high self-initiative in driving new programs and launches, and think ahead in establishing revenue goals and business plans.

Qualifications

What Essential Skills You Need

• Min. Bachelor's Degree, with 8 to 10 years of channel/partner management experience in a dynamic B2B, SaaS, media, enterprise, or corporate environment.
• A solid sales performer with min. 3 years of leadership experience.
• Thoroughly understand business metrics and manage P&L. High achieving sales person who can work well in a startup VUCA environment.
• Initiate discussions to explore new ideas with different teams, and establish a good network. Demonstrate a high curiousity to explore and learn new things.
• Deliver engaging presentations. Uphold integrity and maintain accountability in performing your responsibilities.
• Proficiency in using Salesforce CRM, and Google Workspace tools.

Additional Information

Life at Grab

We care about your well-being at Grab, here are some of the global benefits we offer:

• We have your back with Term Life Insurance and comprehensive Medical Insurance.
• With GrabFlex, create a benefits package that suits your needs and aspirations.
• Celebrate moments that matter in life with loved ones through Parental and Birthday leave, and give back to your communities through Love-all-Serve-all (LASA) volunteering leave
• We have a confidential Grabber Assistance Programme to guide and uplift you and your loved ones through life's challenges.

What We Stand For At Grab

We are committed to building an inclusive and equitable workplace that provides equal opportunity for Grabbers to grow and perform at their best. We consider all candidates fairly and equally regardless of nationality, ethnicity, race, religion, age, gender, family commitments, physical and mental impairments or disabilities, and other attributes that make them unique.