阿里巴巴Alibaba-Channel Manager-Vietnam
任职要求
1. 5年以上销售及渠道管理工作经验，有互联网公司工作经验者优先； 2. 具备业务出海经验或跨境业务拓展经验，能够使用英语作为主要工作语言进行流利沟通，有东南亚或其他海外市场本地化作业经验者，越南语可作为工作语言者优先； 3. 对本地产业、出口流程及政策、国际市场有深入了解， 具有市场拓展和团队管理经验，包括渠道建设、组织构建、佣金规划等； 4. 具备P&L管理和宏观业务规划能力； 5. 具备数据分析能力，通过数据分析洞察客户需求，持续改进销售和服务流程； 6. 具有良好的沟通和资源整合能力，具有本地资源者优先。 1. 5+ years working experience on sales and channel management, working in internet company is preferred; 2. Experience of overseas business development, fluent English communication, local-based experience of APAC or other overseas countries is preferred, Vietnamese language skill is preferred; 3. De…
工作职责
1. 根据市场和行业分析，设定目标市场的销售和服务目标，以及相应策略； 2. 建立本地渠道商体系，管理渠道团队，带领渠道商完成业务目标，引导渠道商实现有效的盈亏管理； 3. 建立与当地政府、商业协会、企业的紧密联系，引入社会资源，同时，通过与各行业组织的联动，寻找更多行业商机； 4. 负责客户满意度提升，建立渠道服务团队，管理渠道服务质量，提高客户续约率，实现客户规模健康增长； 5. 提供销售、运营、客户、服务、竞品、产品等方面的意见反馈，支持总部运营工作，并能快速执行本地化战略。 1. Determine Go-To-Market strategies after analyzing the market & industry, fulfill the annual market expansion, sales and services target in designated market; 2. Build channel network and manage channel team, fulfill business targets of channel partners and manage their P&L; 3. Establish strong connections with local government, business associations, enterprises to explore more business opportunities, and organize business community events to find more industry opportunities; 4. Take responsible for customers' satisfaction, build channel service team and manage QC of their service, increase renewal rate and customer base ; 5. Effectively communicate with headquarters in China, give feedback about sales, operations, customer feedbacks, service, competition and products; execute the localized headquarter strategy with fast action.
1, Market Strategy & Business Expansion: Design and practice market expansion for AI LLM products (e.g., Qwen MaaS platforms, API services, on-premise deployment solutions) across target industries such as FSI, DNB, gaming, e-commerce, and government in South Pacific Region, including SEA markets such as Indonesia, Thailand, Philippines and Vietnam AI markets, etc. Develop and execute sales strategies for assigned regions or verticals to achieve revenue and token targets. 2, Solution Selling & Deal Execution: Deeply understand client business pain points; collaborate with pre-sales/solutions teams to translate LLM capabilities into tangible business value (e.g., cost reduction, efficiency gains, experience enhancement, innovation). Own end-to-end commercial processes: business negotiation, RFP/RFQ responses, contract closure, and payment collection; drive POC (Proof of Concept) conversion rates. 3, Ecosystem & Partnership Development: Build and maintain strategic partnerships with LLM providers, ISVs (Independent Software Vendors), system integrators, and industry consultants to create a robust LLM adoption ecosystem. Co-develop joint solutions and leverage partner channels for scalable customer acquisition. 4, Key Account Management & Customer Success: Nurture long-term relationships with strategic accounts; identify up-sell and cross-sell opportunities. Capture frontline market feedback and customer insights to inform product roadmap and drive iterative improvements of LLM offerings. 5, Market Intelligence: Monitor industry trends, competitor strategies, and regulatory developments in the generative AI/LLM landscape; deliver actionable market analysis to support leadership decision-making.
1. Based on departmental business goals, manage the local Korean market channel partners, including planning, recruiting, evaluating, nurturing, and replacing them. 2. Focus on market customer value, deeply understand the business and organization of platform suppliers' channel partners, implement business strategies, empower organizational development, and achieve business objectives. 3. Use data analysis to monitor and manage operational status, identify problems, and provide feasible solutions. 1. 채널 파트너사 관리 - 부서 사업 목표에 따라 한국 시장의 채널 파트너사 발굴, 평가, 육성 및 교체 등의 업무 수행 2. 사업 전략 수립 및 타겟 달성 - 시장 고객 가치를 중심으로 파트너사의 조직과 업무를 이해하고, 팀 세팅 및 사업 전략 수립 - 설정된 목표를 효과적으로 달성 3. 데이터 기반 문제 해결 - 파트너사 운영 상황을 데이터 분석을 통해 모니터링 및 관리. - 문제점을 식별하고 맞춤형 솔루션 제공
• Carry out annual GAAP revenue target to sell Alibaba Cloud global solutions to enterprises and key clients • Proactively gain insights into China Go Overseas markets, and be able to proactively find key decision-making chains and identify customers' actual needs. • Identify customers' decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or CXOs-D, to obtain critical support in cooperation. • Build a strong sales pipeline, help enhance customer onboarding, and partner enablement programs • Provide overall pre-sales and post-sales support at the account level to help customers and channel partners with Alibaba Cloud consumption and ensure overall customer satisfaction • Work with HQ back office functional lines to collaborate and contribute to overall product, solution, and operation enhancement
• Carry out annual GAAP revenue target to sell Alibaba Cloud global solutions to enterprises and key clients • Proactively gain insights into China Go Overseas markets, and be able to proactively find key decision-making chains and identify customers' actual needs. • Identify customers' decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or CXOs-D, to obtain critical support in cooperation. • Build a strong sales pipeline, help enhance customer onboarding, and partner enablement programs • Provide overall pre-sales and post-sales support at the account level to help customers and channel partners with Alibaba Cloud consumption and ensure overall customer satisfaction • Work with HQ back office functional lines to collaborate and contribute to overall product, solution, and operation enhancement