Partnerships Senior Manager

Company Overview

DiDi Global Inc. is the world's leading mobility technology platform. It offers a wide range of app-based services across markets including Asia-Pacific, Latin America and Africa, including ride hailing, taxi hailing, chauffeur, hitch and other forms of shared mobility as well as auto solutions, food delivery, intra-city freight, and financial services.

DiDi provides car owners, drivers, and delivery partners with flexible work and income opportunities. It is committed to collaborating with policymakers, the taxi industry, the automobile industry and the communities to solve the world's transportation, environmental and employment challenges through the use of AI technology and localized smart transportation innovations. DiDi strives to create better life experiences and greater social value, by building a safe, inclusive and sustainable transportation and local services ecosystem for cities of the future.

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Team Overview

As a Channel Partner Manager / Senior Manager – Franchise Development, you will build and scale DiDi's partner and franchise ecosystem to drive sustainable acquisition and lifecycle management. You will lead a high-performing team focused on Franchise Hunting, Setup, and Management, ensuring partner-led operations deliver strong results, follow DiDi standards, and scale reliably across multiple markets.

This is a high-impact commercial and partnership role that blends sales leadership, external stakeholder management, and operational excellence to create a scalable network of high-quality franchise partners.

Role Responsibilities
1. Franchise Hunting & Network Expansion

• Identify, evaluate, and sign high-quality franchise partners across priority markets.
• Build a structured pipeline of prospects and lead the end-to-end sales cycle: sourcing → pitching → negotiating → contracting.
• Conduct due diligence and ensure partner capabilities match DiDi's operational and commercial requirements.

2. Franchise Setup & Enablement

• Design and execute onboarding programs for new partners including training, systems access, SOPs, and operational guidelines.
• Ensure franchises ramp to productivity benchmarks quickly through structured enablement and field support.
• Define territory allocation, activation plans, and launch playbooks.

3. Franchise Performance Management

• Own the full performance of the franchise channel: sign-ups, activations, CPA, productivity, and driver management KPIs.
• Establish governance frameworks including scorecards, audits, monthly reviews, and performance interventions.
• Drive partner improvements through data insights, coaching, best practices, and field visits.

4. Field Sales Leadership

• Lead and develop a team of channel sales executives/managers responsible for franchise acquisition and partner management.
• Set clear targets, build sales cadences, run weekly performance reviews, and foster a culture of accountability and excellence.
• Ensure consistent market coverage, relationship management, and structured selling.

5. Compliance, Quality & Operational Control

• Ensure all partner activities comply with DiDi's operational standards, legal guidelines, brand requirements, and driver experience expectations.
• Proactively identify risks, operational gaps, and non-compliance issues, implementing corrective plans where needed.

6. Cross-Functional Collaboration

• Work closely with Operations, Marketing, CX, Finance, and Legal teams to support partner onboarding, tooling, and continuous improvement.
• Serve as the voice of franchise partners to central teams, sharing insights and influencing strategy.

7. Continuous Improvement & Ecosystem Design

• Optimize the franchise model by enhancing incentives, processes, tools, governance, and partner economics.
• Pilot new approaches and scale best practices across countries and cities.

Role Qualifications
 

• Strong Channel Sales & Partnerships: Ability to identify, close, and manage franchise or channel partners.
• Commercial Acumen: Command of KPIs, funnels, CPA, productivity levers, and unit economics.
• Operational Rigor: Skilled at building SOPs, governance, and scalable partner processes.
• Relationship Leadership: Excellent negotiation, relationship-building, and conflict-resolution skills.
• People Leadership: Ability to lead, coach, and grow a high-performing sales team.
• Analytical Strength: Comfortable analyzing data, dashboards, and performance trends.
• Bachelor's degree in Business, Sales, Marketing, or related field.
• 6–9+ years of experience in channel sales, franchise management, distributor management, or B2B partnerships.
• Proven experience acquiring, onboarding, and managing high-volume sales partners.
• Strong negotiation and commercial deal-closing experience.
• Strong analytical, operational, and field execution skills.
• Fluent in Spanish; English required for regional collaboration.
• Experience in mobility, gig economy, logistics, telecom, FMCG, fintech, or other field-intensive industries.
• Experience managing multi-city or multi-country partner networks.
• Background scaling a 0→1 or early-stage franchise/channel program.
• Build and scale a new franchise ecosystem that becomes a core acquisition engine for DiDi.
• High visibility with senior leadership and cross-functional influence.
• Ownership over strategy, partner relationships, and field execution.
• Opportunity to design, optimize, and scale a partner model across multiple markets.

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.

We are committed to building inclusive and diverse teams.

At DiDi, we believe that our differences are our biggest source of strength. That's why we are committed to promoting equal opportunities to all candidates and employees as an Equal Opportunity Employer.

Employment and advancement decisions at DiDi are always made based on the needs of the position and the qualifications of the candidate. We do not discriminate against any employee or applicant based on their gender, age, sexual orientation, nationality, marital status, pregnancy/maternity, disability, race, religion and beliefs, or any other status protected by applicable laws wherever we operate.

We are committed to building inclusive and diverse teams, and a workplace that is free from discrimination and harassment, because that's how we create better products and services, make better decisions and better serve the communities we're a part of.

I acknowledge that prior to submitting this application, I have read and accepted the Privacy Notice for Candidates which is available on

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