VP Business Development & Partnerships

MileApp

Indonesia

10-12 Years

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Posted 4 hours ago
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Job Description

Growth & Partnership Strategy
Define partnership strategy by segment (enterprise, channel, technology, strategic alliances).
Prioritize target partners based on market size, distribution leverage, and strategic fit.
Design annual and quarterly partnership plans with measurable outcomes.
Pipeline & Deal Execution
Build a high-quality pipeline of strategic deals.
Lead complex negotiations (commercial terms, service levels, exclusivity, pricing, co-marketing).
Close high-value multi-stakeholder deals with clear economics and implementation plans.
Partnership Commercial Model
Develop partnership business cases and financial models (revenue share, margin, CAC payback, ramp timing).
Ensure each deal has a clear profitability path and manageable delivery risk.
Work with Finance/Legal to maintain healthy contract structures and compliance.
Enterprise Relationship Management
Build C-level relationships across current and prospective strategic accounts.
Run executive business reviews (QBRs/MBRs) with key partners.
Identify upsell, cross-sell, and expansion opportunities.
Internal Cross-Functional Leadership
Align Product, Operations, Customer Success, and Engineering for successful partner onboarding and rollout.
Translate market feedback into product roadmap priorities.
Define clear handoff between BD, Sales, and Account Management.
Operating Cadence & Team Building
Implement partnership CRM governance, forecasting, and weekly pipeline reviews.
Hire, coach, and develop BD/Partnership managers as needed.
Build standardized materials: partner pitch, solution deck, ROI calculator, due-diligence checklist.

KPIs / Success Metrics

Partnership-sourced ARR / revenue
Number of strategic partnerships signed (by tier)
Time-to-close and deal conversion rate
Gross margin of partnership deals
Revenue concentration reduction (e.g., top customer share)
Expansion revenue from partners/accounts
Forecast accuracy and pipeline coverage ratio

Minimum Qualifications

10+ years in B2B enterprise sales, partnerships, or business development
Proven track record closing complex strategic deals
Strong commercial and financial modeling skills
Excellent executive communication and negotiation ability
Experience leading cross-functional initiatives from 01 and scaling
Familiarity with regulated or enterprise procurement-heavy environments is a plus

Preferred

Experience in SaaS / field operations / logistics / telematics / enterprise digital transformation
Existing network in target industries
Experience with multi-entity or cross-border commercial structures