MileApp, an Indonesia-based SaaS company, specializes in field workforce management solutions for leading enterprises, including Unilever, P&G, and Philip Morris. Trusted by over 50,000 users, MileApp powers the execution of more than 1 million field jobs every month. Since its inception in 2017, MileApp has achieved an impressive 100x revenue growth—entirely through organic expansion.

MileApp

A) Growth &amp; Partnership Strategy

<ul>
	<li>Define partnership strategy by segment (enterprise, channel, technology, strategic alliances).</li>
	<li>Prioritize target partners based on market size, distribution leverage, and strategic fit.</li>
	<li>Design annual and quarterly partnership plans with measurable outcomes.</li>
</ul>

B) Pipeline &amp; Deal Execution

<ul>
	<li>Build a high-quality pipeline of strategic deals.</li>
	<li>Lead complex negotiations (commercial terms, service levels, exclusivity, pricing, co-marketing).</li>
	<li>Close high-value multi-stakeholder deals with clear economics and implementation plans.</li>
</ul>

C) Partnership Commercial Model

<ul>
	<li>Develop partnership business cases and financial models (revenue share, margin, CAC payback, ramp timing).</li>
	<li>Ensure each deal has a clear profitability path and manageable delivery risk.</li>
	<li>Work with Finance/Legal to maintain healthy contract structures and compliance.</li>
</ul>

D) Enterprise Relationship Management

<ul>
	<li>Build C-level relationships across current and prospective strategic accounts.</li>
	<li>Run executive business reviews (QBRs/MBRs) with key partners.</li>
	<li>Identify upsell, cross-sell, and expansion opportunities.</li>
</ul>

E) Internal Cross-Functional Leadership

<ul>
	<li>Align Product, Operations, Customer Success, and Engineering for successful partner onboarding and rollout.</li>
	<li>Translate market feedback into product roadmap priorities.</li>
	<li>Define clear handoff between BD, Sales, and Account Management.</li>
</ul>

F) Operating Cadence &amp; Team Building

<ul>
	<li>Implement partnership CRM governance, forecasting, and weekly pipeline reviews.</li>
	<li>Hire, coach, and develop BD/Partnership managers as needed.</li>
	<li>Build standardized materials: partner pitch, solution deck, ROI calculator, due-diligence checklist.</li>
</ul>

---------------------------------------------

KPIs / Success Metrics

<ul>
	<li>Partnership-sourced ARR / revenue</li>
	<li>Number of strategic partnerships signed (by tier)</li>
	<li>Time-to-close and deal conversion rate</li>
	<li>Gross margin of partnership deals</li>
	<li>Revenue concentration reduction (e.g., top customer share)</li>
	<li>Expansion revenue from partners/accounts</li>
	<li>Forecast accuracy and pipeline coverage ratio</li>
</ul>

VP Business Development & Partnerships

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General: 

Oversee Lead SAMs: Provide direct leadership to SAMs, ensuring they are effectively managing the SAMs and AMs and are aligned with the department’s and company’s goals.

Strategic Alignment: Ensure SAMs and AMs align with the overall vision, goals, and core values of the company.

Audit SAM Performance: Conduct regular 1:1s and audits with Lead SAMs, focusing on coaching, feedback, and continuous improvement in their leadership and management of SAMs.

SAM Oversight

Coaching and Development: Provide regular coaching sessions for SAMs, evaluating their performance in managing AMs, and client and VA relationships. Identify gaps and offer training to strengthen their skills.

1:1 Audits: Perform 1:1 performance audits with SAMs to assess their effectiveness in meeting department objectives, and provide actionable feedback.

Monitor Escalations: Oversee Level 2 client escalations handled by SAMs and ensure proper follow-up and resolution in collaboration with SAMs and AMs.

Process Improvement Initiatives: Lead process audits with SAMs to identify and implement improvements in collaboration with other departments.

Performance Reviews: Review SAMs’ weekly reports on AM performance, client account status, and any critical issues. Provide strategic direction as needed.

Conduct 1:1s per month for the Lead SAMs.

Client and Account Management

Oversee SAM-Client Relationships: Ensure SAMs are effectively maintaining and nurturing client relationships, facilitating growth and retention.

Strategize Account Growth: Collaborate with SAMs to promote growth opportunities for client accounts, such as add-ons, referrals, and retention strategies.

Task Prioritization: Guide SAMs in prioritizing tasks for AMs and ensure clarity in execution.

Policies and Procedures

Policy Enforcement: Ensure SAMs are reinforcing department policies, procedures, and standards.

Client and VA Management

Client Escalation Management: Oversee SAM-led client-VA onboarding, clinic workflow reviews, and ongoing support to address client needs.

Dispute Resolution: Oversee .SAMs in handling client-VA disputes, cancellations, and escalations, stepping in and taking over the escalation when necessary.

Retention and Growth Strategies: Support SAMs in guiding AMs to develop retention strategies and foster client and VA satisfaction.

Departmental Reporting and Analysis

Weekly Reporting: Ensure SAMs deliver comprehensive weekly reports summarizing key account highlights, performance metrics, and AM team progress.

Deep Dive Analysis: Lead deep dive analysis sessions on Department performance, identifying trends, addressing inconsistencies, and ensuring optimal outcomes.

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VP Business Development & Partnerships

AM Department Head