阿里巴巴阿里国际站-Go To Market Leader (for Accio Work)-APAC

任职要求

1. 5+ years in partnership strategy, business development, or ecosystem strategy at a B2B SaaS or platform company
2. Experience designing partner program structures — tiering, incentive design, bundle architecture, co-marketing frameworks — not just executing individual deals
3. Strong commercial judgment: able to model the distribution math behind a partnership and distinguish a strategic partner from a logo
4. Proven ability to produce materials that field teams actually use — pitch decks, playbooks, onepagers that land with partners
5. Comfortable working across product, marketing, and BD to align on strategy and get buy-in from HQ Bonus
6. Deep familiarity with the APAC e-commerce or AI SaaS ecosystem — you already know who the major ISVs, platforms, and community players are
7. Experience designing partner programs at a marketplace or platform company (Shop…

工作职责

About the role:
Accio's partner ecosystem in APAC region needs to be built deliberately — not as a collection of opportunistic deals, but as a structured system that reliably delivers high-quality users through channels our competitors can't easily replicate. This role owns the blueprint for that system. You will map the partner landscape, define the tiers and priorities, design the commercial structures that make partnerships worth executing, and produce the standardized materials that let the front line move fast and speak consistently. Strategy without execution is theory; your work makes execution possible at scale.

What you'll do:
1. Own the APAC partner landscape map. Systematically identify and categorize potential partners — ISVs, connectors, platforms, communities, data providers — by user overlap, distribution potential, and strategic fit. Keep it current as the ecosystem evolves.
2. Define partner tiers and prioritization criteria. Establish clear standards for which partners warrant Tier 1 investment versus lighter-touch engagement. Build the scoring framework the BD team uses to allocate time and resources.
3. Design the commercial structures. Develop the benefit bundles, referral commission structures, comarketing incentives, and integration support tiers that make Accio an attractive and predictable partner. Ensure terms are defensible, scalable, and HQ-aligned.
4. Build the co-marketing strategy and toolkit. Define what joint go-to-market motions look like for each partner tier — referral programs, co-branded content, event activations, integration launches. Produce standardized pitch decks, one-pagers, case study templates, and campaign assets that the front line can deploy immediately.
5. Evaluate each partner category on dual value. Assess product capability enhancement separatel from distribution and user acquisition potential. Keep both dimensions honest — don't let product enthusiasm override distribution math, or vice versa.
6. Own connector integration prioritization for HQ. Synthesize partner signal and user evidence into a clear, prioritized recommendation for which connectors the product team should build next and why.
7. Track strategy performance and iterate. Monitor whether partner tiers are producing expected outcomes. Feed learnings back into the framework — adjust priorities, bundle designs, and comarketing formats based on what the BD team discovers in the field.