Manager, GFB Partnerships

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.

Get to Know the Role

We are looking for an experienced Manager, GFB Partnerships to drive Grab for Business (GFB) expansion across the region. You will own the partnerships agenda end-to-end — from strategy and planning through to execution — unlocking new client segments, channels, and GMV growth across Grab's full suite of B2B services, including Transport, Deliveries, and other core offerings.

Your core mandate is to develop the partnerships strategy and capture three high-value segments:

1. Companies with an existing presence in Southeast Asia
2. Companies planning to expand into Southeast Asia
3. Companies with significant outbound travel needs into SEA — capturing business demand across key markets.

A key priority workstream within this mandate is the China Client expansion, given the scale and velocity of Chinese enterprise activity across SEA. You will also drive partnerships across other source markets (e.g., North Asia, India, Middle East, Europe, US) where similar segment opportunities exist.

You will report to the Senior Manager, GFB Demand Planning, Partnerships and GrabGifts, and be based in Petaling Jaya, working onsite.

The Critical Tasks You Will Perform

Drive Strategic Partnerships (Core Mandate — Strategy through Execution)

Strategy & Planning

• Develop the multi-year partnerships strategy and roadmap for capturing demand across Grab's B2B service portfolio including market sizing, segmentation, prioritisation, and resource planning.
• Build demand forecasts and pipeline plans that translate partnership strategy into measurable commercial outcomes (GMV, client acquisition, traveller volume, order volume).
• Define tailored go-to-market (GTM) approaches — identifying which Grab services best fit each client need and which partner ecosystems unlock them.
• Partner cross-functionally with Sales, Marketing, Finance, and Product teams to align on demand planning, commercial targets, and execution roadmaps.
• Establish performance frameworks and strategic reviews to track partnership progress, identify gaps, and pivot strategies based on market signals.

Execution

• Identify, pursue, negotiate, and secure large-scale, high-value partnerships that drive GMV across Grab's B2B services and align with Grab's long-term vision.
• Build a portfolio of strategic partners and industry players that accelerate market reach across the three target segments.
• Develop data-driven business cases combining market intelligence and internal capabilities to secure executive sponsorship and resource allocation.
• Manage the full partnership lifecycle — from sourcing and structuring to commercial negotiation, launch, and ongoing performance management.
• Position Grab's multi-service value proposition — bundling Transport, Deliveries, and other offerings — to maximise client wallet share.

Steer Complex Stakeholder Ecosystems

• Independently navigate multi-layered relationships across Partner ↔ Client ↔ Product ↔ Engineering, spanning multiple Grab service lines.
• Lead commercial conversations end-to-end, engaging product and engineering resources only when a deal is "build-ready" — protecting internal ROI and ensuring efficient cross-functional execution.

What Essential Skills You Will Need

• 8+ years of experience in partnerships, business development, or GTM roles in Tech Platforms, Fintech, E-commerce, SaaS, Travel/Mobility, F&B/Delivery, or Super Apps, with strong track record.
• Proven ability to develop and execute partnership strategies end-to-end — from market sizing, segmentation, and demand forecasting through to deal closure and scaling.
• Track record sourcing, structuring, and closing large-scale strategic partnerships with measurable GMV or revenue impact, ideally across multiple service or product lines.
• Demonstrated experience managing high-frequency, fast-cycle deals (weeks to months, not years).
• Strong analytical and commercial acumen — able to build data-driven business cases, demand models, and influence senior stakeholders across regions.
• Strong ability to steer commercial and lightly technical conversations independently.
• Comfortable operating in ambiguity with a bias for velocity, ownership, and execution.

Language & Regional Requirements

• English fluency is required for internal collaboration with regional teams and engagement.
• Professional proficiency in Mandarin Chinese (spoken and written) is required to support the China Client workstream — including the ability to read, type, and conduct business communication in Chinese characters.

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.
• Balancing personal commitments and life's demands are made easier with our FlexWork arrangements such as differentiated hours

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.