Company Description

Life at Grab

At Grab, every Grabber is guided by The Grab Way, which spells out our mission, how we believe we can achieve it, and our operating principles - the 4Hs: Heart, Hunger, Honour and Humility. These principles guide and help us make decisions as we work to create economic empowerment for the people of Southeast Asia.

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 & package deliveries, and related services for companies across Southeast Asia. As a member of our team, you'll use your skills to drive progress, unlock your potential, and be inspired by some of the industry's most innovative minds. Our team is a mix of young and experienced individuals who are motivated to make a societal impact in Southeast Asia.

Get to know the role:

We're seeking a Channel and Partnership Manager for our GfB team. This role involves managing and expanding a portfolio of top Indonesian corporate clients through Channel and Partnership and as business owner to Grab B2B product. The ideal candidate will have a strong background in partner/channel management, strong business acumen to drive P&L, has leadership experience, excellent communication skills, attention to detail, and a history of exceeding expectations. This role is based in Jakarta, Indonesia, and reports to the Director of Grab for Business.

The Critical Tasks You Will Perform

• Strategic Leadership and Partner Management: Develop and lead the strategy for growing the channel/partnership ecosystem through engaging the right partners, creating effective go-to-market strategies, and using data-backed insights to upsell and cross-sell our platform products. Build, forecast, and maintain a strong pipeline of deals, tracking performance against sales targets, and engaging with key partners.
• Commercial Planning: Create and review overall plans including the commercial scheme, agreement, and engagement to ensure a profitable and sustainable partnership ecosystem.
• Performance Tracking: Set the right Rhythm of Business (ROB), tracking the performance to grow the partner contribution to overall revenue, as well as engaging with Key Partners and C-Level of Partners for support and commitment.
• Teamwork and Internal Engagement: Collaborate with cross-functional stakeholders internally to execute the strategy, achieve OKR and sales targets.
• Data Analysis & Insights: Use in-depth data analysis of partner portfolio, pipeline and business to develop partner-specific growth strategies and solidify our position as a market leader.
• Business Ownership: Manage the overall B2B business, including GrabGifts, OVO B2B, and upcoming solutions. Drive the business strategy of GrabGifts, collaborate with GrabAds and Marketing Team to build bundled solution for corporate clients.
• Initiative and Strategic Thinking: Show high self-initiative in driving new initiatives and launches, and apply strategic thinking in establishing revenue goals and business plans.

Qualifications

What Essential Skills You Need

• Channel/Partner Management Experience: Bachelor’s Degree with 8 to 10 years of channel/partner management experience in a fast-paced B2B, SaaS, media, enterprise, or corporate environment.
• Sales and Leadership Experience: A solid sales performer with a minimum of 3 years of leadership experience.
• Business Acumen and Self-Driven: Strong business acumen with the ability to manage and drive P&L. Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA environment.
• Interpersonal Skills and Continuous Learning: Strong interpersonal skills with an ability to effectively network. Willingness to continuously learn new things.
• Communication Skills and Integrity: An effective communicator with good presentation skills. Upholds integrity and respect in performing your duties.
• Technical Proficiency: Proficiency in using Salesforce CRM and proficient in Microsoft Office and Google Workspace.