Partnerships Development Manager (Food & Restaurant SaaS)

Job title: Partnerships Development Manager (Food & Restaurant SaaS)

About the Role Join DiDi's Resell team as Partnerships Development Manager for Food & Restaurant SaaS. You will drive growth by building and managing a massive external sales network of channel partners (agents, VARs, and ecosystem partners) to sell the company's SaaS to restaurants, complementing direct sales and expanding to new markets. The role focuses on ecosystem strategy, partner recruitment, enablement, and channel operations.

What You'll Do

• Develop and implement ecosystem strategy and target identification for the partner network.
• Analyze the Restaurant Tech Stack to identify gaps and map the ideal ecosystem for target customers (e.g., QSRs, fine dining, ghost kitchens, multi-location franchises).
• Identify integration targets and source/evaluate potential technology partners to extend DiDi's SaaS offerings.
• Recruit, enable, and manage third-party channel partners (agents, VARs, and ecosystem partners); provide product and sales training, co-selling support, and marketing resources.
• Support large local restaurant deals with headquarters-level support including engineering input, enterprise pricing, and solution architecture.
• Monitor channel performance through KPIs (ARR/MRR, Active Partners, NRR, renewal rates); manage territories to prevent conflicts and cannibalization.
• Collaborate with internal teams to ensure partner success, onboarding, and revenue growth (pricing, partnerships agreements).

What We're Looking For

• Experience in channel partnerships, partner recruitment, enablement, and management (CAM) within B2B SaaS.
• Track record of growing revenue through external channel networks, preferably in Food & Restaurant tech or related industries.
• Ability to analyze restaurant technology stacks and identify integration opportunities.
• Strong negotiation and deal-design skills for wholesale pricing, commission structures, and revenue-sharing models.
• Excellent cross-functional collaboration and ability to deliver training, marketing assets, and co-selling support.
• Comfortable working in a fast-paced, diverse restaurant ecosystem and managing multi-location partnerships.