GrabGifts and Grab B2B Channel Partner Lead

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 day-to-day activities:

• Strategic Leadership:
  Develop and lead the strategy for growing the channel/partnership ecosystem in GfB through our partner both with Reseller/Distributor and other B2B Platform. This involves engaging the right partners, creating effective go-to-market strategies, and using data-backed insights to upsell and cross-sell our platform products to achieve revenue goals. You will also create and review overall plans including the commercial scheme, agreement, and engagement.

• Channel / Partner Management:
  You'll be responsible for building, forecasting, and maintaining a strong pipeline of deals, tracking performance against sales targets, and engaging with key partners. Setting the right ROB (Rhythm of Business), tracking the performance to grow the partner contribution to overall revenue of GfB, 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, hand in hand with Sales Lead and GTM Lead within GfB to execute the strategy, achieve OKR and sales targets. You will collaborate with Finance, Regional, Product and Tech Family, to capture the demand from partners in order to grow the business.

• Data Analysis & Insights:
  Use in-depth data analysis of partner portfolio, pipeline and business (using Salesforce CRM) to develop partner-specific growth strategies and solidify Grab for Business’ position as a market leader. Able to generate data driven insights to establish revenue goals and business plans while also working on new initiatives and launches.

• Business ownership:
  Manage the overall B2B business, including GrabGifts, OVO B2B, as well as upcoming solutions. As Business Owner to GrabGifts, you will be responsible to drive the business strategy (B2B, B2B2C, and B2C) of GrabGifts, collaborate with GrabAds and Marketing Team to build bundled solution (Grab Marketing Services) for corporate clients

Qualifications

The Must Haves:

• Bachelor’s Degree with 8 to 10 years of channel/partner management experience in a fast-paced B2B, SaaS, media, enterprise, or corporate environment.
• A solid sales and high performer in achieving and exceeding sales targets.
• Minimum 3 years of leadership experience
• Strong business acumen and inability to manage and drive P&L
• Ambitious, self-driven and highly motivated individual who can work well in a startup VUCA (Volatile, Uncertain, Complex, Ambiguous) environment.
• High self-initiative and strategic thinker
• Strong interpersonal skills with an ability to effectively network with clients, partners, and within the overall Grab business.
• Willingness to continuously learn new things
• An effective communicator with good presentation skills 
• Driven to excel and develop a career in a fast-paced environment
• Upholds integrity and respect in performing your duties
• Proficiency in using Salesforce CRM
• Proficient in Microsoft Office and Google Workspace (e.g. MS Office, Excel, Google Docs / Sheets / Slides, etc.)