Company Overview:

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

Team Overview:

This role is part of our Commercial team, responsible for driving 99food growth by acquiring new restaurants and expanding our presence in key neighborhoods across São Paulo.

BDRs at 99food are not just sellers — they are the face of our brand, spending time in the field, talking to restaurant owners, understanding their pain points, and demonstrating how 99food can transform their operations.

The Commercial team operates at a fast pace, combining data-driven targeting with hands-on relationship building. We collaborate closely with Sales Operations and Product to ensure we reach the right restaurants with the right message, and deliver an onboarding experience that feels effortless.

The ideal candidate thrives in dynamic environments, enjoys being out in the field, and brings high energy, communication excellence, and a strong sense of ownership to every interaction.

Role Responsibilities:

Regional Channel Planning & Implementation: Based on the department's overall strategy, formulate channel expansion and recruitment plans for the assigned region, define target channel types and cooperation standards, drive the efficient implementation of recruitment work, and achieve regional channel performance indicators.
Channel Recruitment & Partner Development: Proactively explore high-quality channel partners in the region (e.g., local agents, industry service providers, chain brand partners, etc.), conduct recruitment negotiations, program explanations and contract finalization, and expand the regional channel network.
Channel Partner Management & Empowerment: Be responsible for the daily management of cooperative channel partners, including performance tracking, compliance supervision and demand connection; provide empowering services such as product training, sales skill guidance and material support for channel partners to improve their operational capabilities.
Channel Business Review & Optimization: Conduct regular reviews of regional channel business, analyze the performance gaps and recruitment pain points of channel partners, and output improvement plans; collect feedback from channel partners and the market, synchronize it to the department head, and provide a basis for channel strategy optimization.
Cross-department Collaboration & Support: Connect with the company's Sales Support, Training and Product Departments, coordinate resources to provide supporting services for channel partners; cooperate with the direct sales team to ensure the coordinated development of channel and direct sales business in the region and avoid conflicts.

Role Qualifications:

Educational Background: College degree or above; no major restrictions, and majors related to Marketing and Business Management are preferred.
Language Proficiency: Fluent in English and Portuguese listening, speaking, reading and writing, capable of independently completing the full-process recruitment negotiations and communication with channel partners;
Work Experience: More than 5 years of experience in channel recruitment or partner management, including over 3 years of experience in the To B industry; experience in channel business of the SaaS, catering/retail industry and local channel resources in Brazil are preferred; with practical experience in regional channel expansion and operation.
Core Competencies: Strong goal orientation, with excellent capabilities in recruitment expansion, business negotiation and channel partner management; able to quickly adapt to changes in the regional market and formulate targeted recruitment strategies; with good communication, coordination and problem-solving abilities.
Other Requirements: Strong pressure resistance and ability to adapt to short-term regional business trips; familiar with the business environment and channel ecosystem of the assigned region, willing to deeply cultivate the Brazilian market for the long term; with a good sense of team collaboration.

EEO Statement:

We create customer 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.
We believe in 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.
We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a future vision or a wish for something we want someday; it is a non-negotiable value of who we are today.

We embrace inclusion, plurality, and respect, and to achieve this, we rely on the governance of the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Colors, 99Womem, and 99Familys.

This is our ongoing journey, with much more still to come.

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

I acknowledge that prior to submitting this application, I have read and accepted the Privacy Notice for Candidates which is available on https://careers.didiglobal.com/terms

Partnerships Development Manager

About DiDi Global