Partnerships Specialist

Sao Paulo - Brazil

Sales & Business Development Regular

About the company

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

We believe in technology that connects talented people who embrace diversity to create and share paths we don't even know about (yet!). We work to generate value not only for our users but, above all, for the communities we serve and for society as a whole, making every day better for everyone with mobility and delivery services (99) or digital payments (99Pay).

To make life easier for millions of people every day, since 2018, we have been part of DiDi DiDi Global Inc., the world’s leading mobility technology platform. We are pioneers in creating innovative solutions that start in Brazil and scale up to make a positive impact in more than 12 countries where DiDi operates. This innovation encompasses sustainability, safety, artificial intelligence, financial markets, and much more.

Whether building projects from scratch or improving our solutions, we enjoy challenges that give us butterflies, which is why we work at a fast pace with respect, collaboration, and good humor. Along this journey, we also draw strength from diverse experiences and opinions to grow together, fail quickly, learn, and adjust the course to create solutions that deliver even better results.

#LI-Hybrid

About the team/role

Join our B2B - Ops & Growth team, the area responsible for bringing 99's mobility solutions to the corporate sector. We are a collaborative group that drives growth, supports key sales and post-sales processes, leads our product optimization and overall brand strategy.

We are looking for a business-oriented, experienced Partnerships Manager to direct key strategic collaborations and foster sustainable corporate growth. This role demands keen commercial intuition, outstanding interpersonal skills, proven experience navigating complex and long sales cycles with multiple stakeholders and senior decision-makers.

This position will also require strong stakeholder management skills and solid collaboration with Sales, Marketing and Product teams.

In this role, you'll be...

  • Partnership Strategy: Source and build partnerships that directly support our corporate growth targets.

  • Lifecycle Management: Steer the entire deal flow—from early prospecting and qualification to closing and scaling.

  • Relationship Building: Nurture high-level, strategic connections with external C-level executives.

  • Market Intelligence: Analyze industry trends and market gaps to uncover new commercial opportunities.

  • Account Value: Handle renewals and contract updates to maximize the lifetime ROI of every partner.

  • Performance Tracking: Measure partner success via strict KPIs and routine business reviews.

  • Account Expansion: Actively uncover cross-sell, upsell, and growth pathways within existing partnerships.

    • We're eager to be in touch because you have...

    • Academic background in Business Administration, Marketing, Engineering, Economics or related areas;

  • Previous experience in Strategic Partnerships, Key Account Management, Sales or Business Development  - mandatory;

  • Experienced in leading high-stakes negotiations for significant commercial contracts and strategic partnerships - mandatory;

  • Analytical and data-driven thinking;

  • Advanced english - mandatory

  • Basic knowledge of Mandarin is a solid plus.

    • You'll love working at DiDi because...

    We create user value
    We strive to always create valuable experiences for our users in everything we do. Our focus is to always innovate new experiences that are safe, pleasant and efficient.

    We are data-driven
    We are strong believers in making informed decisions, that’s why we are data-driven. We can better navigate the business landscape strategically by analyzing valuable metrics.

    Win-win Collaboration
    Success is a team sport. When we work to help our partners and colleagues win, we win, too. While keeping everyone's best interest at heart, we communicate with candor and execute with excellence in all we do.

    We believe in integrity
    Integrity is at the very core of our business. We are people who always want to do the right thing. Our intentions are sincere, we speak our minds and listen to each other.

    Growth
    We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.

    Diversity and Inclusion
    Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.

    Diversity & Inclusion

    Diversity is not a vision of the future or something we wish to have one day, it is a non-negotiable value of who we are.

    We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.

    We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).

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