Grab
Technology
Manager,BusinessDevelopment&StrategicPartnerships(LiDARDistribution)
Neural analysis suggests this role is
optimal for mid candidates.
“Manager, Business Development & Strategic Partnerships (LiDAR Distribution) at Grab. Skills: Enterprise sales, Go-to-Market strategy, Contract negotiation, Partnership agreements. Build sales pipeline. Manage deals”
Industry & Context.
Travel across Southeast Asia
What They're Looking For.
Must Have
5+ years B2B enterprise sales, Hardware or sensor sales experience, Closing deals with corporate clients, Designing Go-to-Market strategies, Segmenting B2B markets, Developing pricing structures, Drafting commercial contracts, Negotiating partnership agreements, Analyzing quantitative market data, Forecasting revenue pipelines, Building operational workflows, Creating partnership criteria, Creating negotiation frameworks, Fluency in English, Fluency in Mandarin
What You'll Do.
Design Go-to-Market strategies
Define pricing models
Identify target clients
Structure commercial agreements
Set client acquisition targets
Build sales processes
Build decision-making frameworks
Coordinate with technical teams
Coordinate with operations teams
Align hardware specifications
Manage delivery logistics
How You'll Work.
Team & Collaboration
Commercial specialists; Technical specialists; Operations specialists
Communication Scope
Drafting proposals; Conducting negotiations; Preparing documentation
Full Job Description
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 Team The Autonomous Vehicle Integration & Deployment team manages Grab's distribution partnership with Hesai, a leading LiDAR manufacturer, while commercializing Grab's own Karta hardware products. We are building the operational infrastructure to serve automotive and geospatial markets across Southeast Asia. As a new business line within Grab, we focus on establishing clear processes and practical decision-making frameworks rather than following established routines. You will work alongside commercial, technical, and operations specialists who value direct communication and measurable results. Get to Know the Role You will establish the distribution network for Hesai LiDAR and Grab Karta hardware across Southeast Asia. You will identify and secure enterprise clients in autonomous vehicles, robotics, and factory automation sectors, and structure the commercial agreements needed to deliver these technical products. You will define the sales processes and partnership frameworks the team uses to manage deals from initial contact through contract closure. This role requires travel across Southeast Asia to meet with clients and partners. You will report to the Head of Commercial and this is a fully onsite role at Grab's Singapore office. The Critical Tasks You Will Perform * You will build a sales pipeline of enterprise clients for LiDAR and sensing hardware, managing deals from initial outreach through contract negotiation and closure with organizations in the automotive, robotics, and infrastr
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