Role Overview
This is a people-leadership role accountable for the strategy, growth and performance of the Partnership & Business Development team across Southeast Asia. The role owns the regional partnership portfolio, including e-Commerce enablement partners (e-Commerce enablers, logistics partners, Independent Software Vendors), consulting and financial services partners, and technology, lifestyle and content platform providers.

The leader will set the partnership strategy, identify the highest-value opportunities with key partners, and guide the team in designing and scaling commercial programs to capture them. The role works closely with senior stakeholders across Logistics, Marketing Solutions, Global Strategic Key Accounts and in-country teams to make sure partnership initiatives are aligned, resourced and delivered end to end.

We're looking for a strategic, entrepreneurial leader who can build and coach a high-performing team, manage complex senior-level relationships, and turn partnerships into measurable business outcomes.

Key Responsibilities
1. Partnership Strategy and Portfolio Leadership
• Define and own the regional partnership strategy and roadmap in line with organisational goals.
• Prioritise the partner portfolio, deciding where to invest, grow, maintain or exit.
• Own relationships with the most strategic partners at senior and executive level, acting as the escalation point for the team.
• Negotiate and structure major partnership agreements and commercial terms.

2. Program Development and Commercial Impact
• Direct the design and rollout of programs that onboard new sellers and drive adoption of performance marketing tools.
• Set team KPIs and targets, track program impact, and use data-driven insights to refine and scale what works.
• Build business cases for new partnership opportunities and secure internal buy-in and resources.

3. Cross-Functional and Stakeholder Leadership
• Align senior stakeholders across Logistics, Marketing Solutions, Global Strategic Key Accounts and in-country teams on partnership priorities.
• Remove roadblocks and resolve escalated partner issues with the relevant internal teams.
• Report on partnership performance, risks and opportunities to senior management.

4. People Leadership and Team Development
• Lead, coach and develop a team of partnership and business development professionals.
• Set clear goals, manage performance and give regular, constructive feedback.
• Build team capability in partner management, program design, negotiation and data analysis.
• Drive hiring and succession planning to scale the team with the business.

Requirements
• Bachelor's or Master's degree, preferably in Strategy, Business or Operations.
• 8+ years of experience in strategic partnerships, business development or account management, including [X]+ years leading a team.
• Proven track record of building partnership strategies and scaling commercial programs from ideation to implementation.
• Experience in e-Commerce or retail (e.g. as a category or key accounts manager for a brand, distributor or retailer) is a strong advantage.
• Strong commercial acumen and negotiation skills, with experience structuring partnership deals.
• Data-driven problem solver who can translate insights into strategy and commercial direction.
• Able to build trusted relationships with senior internal and external stakeholders, and to navigate competing interests to reach alignment.
• Excellent written and verbal communication, including presenting to senior leadership.
• Entrepreneurial self-starter who challenges the status quo and inspires the same in the team.