Partnerships Manager (Ride)

AirAsia; Puchong; On-site; MYR 180,000 - 280,000; Full time

Job summary

AirAsia Berhad is seeking a seasoned B2B Partnerships Manager to drive revenue and secure strategic partnerships across travel, hospitality, and healthcare sectors. You will lead deal-making with OTAs, hospitals, hotels, universities, and airlines, designing tailored ride solutions and revenue-sharing terms.

The role requires 7–10+ years in B2B partnerships or corporate sales, a strong industry network, and excellent negotiation and stakeholder-management skills.

Qualifications

• Bachelor’s degree in Business, Marketing, Economics or related field.
• 7–10+ years in B2B partnerships or corporate sales.
• Proven track record of negotiating high-value deals with enterprise partners.
• Strong network in travel, hospitality or healthcare sectors.
• Excellent communication, negotiation, and stakeholder management skills.
• Ability to lead cross-functional projects including tech integrations.

Responsibilities

• Identify and secure strategic B2B partnerships with travel, hospitality, and healthcare players.
• Manage partner relationships, conduct regular business reviews, and explore upsell opportunities.
• Drive revenue growth, transaction volume, and market share with partners.
• Collaborate with Product, Tech, Operations, and Marketing to define APIs and SLAs.
• Stay ahead of market trends and identify new verticals for B2B ride-hailing.
• Track KPIs such as GMV, revenue, and partner satisfaction.

Skills

B2B Partnerships

Enterprise Sales

Negotiation

Strategic Planning

Cross-functional Collaboration

Education

Bachelor's degree in Business/Marketing/Economics

Tools

CRM Software

Job description

Job Description

B2B Partnerships Manager is responsible for driving revenue and business growth by securing and managing strategic partnerships across the B2B landscape. This role focuses on performing partner acquisition and building relationships with key ecosystem partners—such as OTAs (e.g., Klook, Trip.com), hospital groups, hotels, universities and airlines—to seamlessly integrate and provide curated ride solutions. The ideal candidate will be a dynamic deal-maker capable of driving revenue, expanding market reach, and elevating the partner experience through tailored transportation solutions.

Key Responsibilities

• Strategic Partnership Development: Identify, pitch, and secure strategic B2B partnerships with leading ecosystem players across the travel, hospitality, and healthcare sectors by means of leads generation to signing partnership agreements with the partners. Develop a robust B2B strategic pipeline and prioritize the partner acquisition based on strategic purposes and revenue prospects. Design tailored partnership models and curated ride solutions that align with the specific needs of different verticals (e.g., medical tourism, airport transfers, corporate bookings). Structure competitive and mutually beneficial commercial terms to the partners and participating drivers to drive trip volume and revenue.
• Account & Relationship Management: Act as the primary point of contact for key B2B partners, ensuring high partner satisfaction, engagement, and long-term retention. Conduct regular business reviews with partners to track performance, optimize service offerings, and identify up-selling opportunities. Build deep, strategic relationships with key decision-makers across partner organizations.
• Commercial Growth & Performance: Drive revenue growth, transaction volume, and market share of existing partners by constantly proposing and executing new ideas and plans with the partners. Monitor and analyze partnership performance metrics, adapting strategies to maximize ROI and operational success. Collaborate with pricing and finance teams to ensure deal profitability while remaining competitive in the market.
• Cross-Functional Collaboration: Work closely with Product and Tech teams to produce Business Requirements Documents for any technical changes including seamless API integrations and customized booking workflows for B2B partners. Partner with Operations and Customer Experience teams to establish and maintain tailored Service Level Agreements (SLAs) for curated rides. Collaborate with the Marketing team to design go-to-market strategies and joint promotional campaigns with partners.
• Market Intelligence & Innovation: Stay abreast of industry trends, competitor movements, and emerging opportunities within the mobility, travel tech, and B2B sectors. Continuously innovate the curated rides offering to better serve niche markets and premium use cases. Champion new verticals and scalable use cases for B2B ride-hailing solutions across the region.
• Key Performance Indicators: B2B Gross Merchandize Value (GMV) and Revenue; Number of partners secured; Partners Satisfaction Index.

Requirements

• Bachelor’s degree in Business, Marketing, Economics, or a related field.
• 7–10+ years of experience in B2B business development, strategic partnerships, or corporate sales.
• Proven track record of successfully negotiating and closing high-value deals with enterprise partners (prior experience with OTAs, hotel chains, or hospitals is highly advantageous).
• Strong existing network within the travel, hospitality, or healthcare industries.
• Exceptional communication, negotiation, and stakeholder management skills.
• Ability to work cross-functionally and manage complex tech integrations and operational rollouts.
• Strategic thinker with an entrepreneurial, hands-on mindset suited for a fast-paced mobility environment.

AirAsia Berhad

Asia's leading airline was established with the dream of making flying possible for everyone. Since 2001, AirAsia has swiftly broken travel norms around the globe and has risen to become the world's best. Driven by the Dare to Dream spirit, we pride ourselves in being the region's largest low-cost carrier, serving 24 countries and over 130 destinations. We're not confined by walls, except when we need to answer the call of nature, so all departments mingle every day. As we embrace new technology to become a digital airline, services like BIG Duty Free, BIG Pay, BIG Loyalty, Touristly, ROKKI and Xcite Inflight Entertainment will be an exciting evolution, placing us ahead of the game. Are you in? AirAsia is set to take low-cost flying to an all new high with our belief, "Now Everyone Can Fly".