阿里云Alibaba Cloud Intelligence-Partner Development Sales - SI-International
任职要求
• Over 8 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry • Experience in global partner management or recruitment • Extensive experience in partner enablement • Rich experience and resources in local market ecosystem collaboration • Experience with key competitors preferred • Over 3 years of team management experience • Maintains a broad network of professional relationships and industry connections, enabling rapid access to target partners and efficient establishment of initial engagement. • Capable of precisely evaluating the strategic value and ecosystem contribution of potential partners, ensuring all alliances are built on mutual benefit, shared objectives, and long-term win-win outcomes. • Structure and implement a tiered, strategic layout for key partners, optimize partner composition and establish strategic relationships. • Develop and drive execution of partner expansion and collaboration strategies; rapidly identify emerging business opportunities, leverage Alibaba Cloud’s product advantages to empower partners, ignite their motivation, and enable their commer…
工作职责
Partner Planning and Recruitment •Identify target partner segments within the region; recruit high-quality, high-growth partners and develop BP/expansion plans. Partner Growth Enablement • Support development and cultivation of localized channels to ensure regional coverage and customer prospecting. • Systematically empower partners according to their business focus—including policies, products and solutions, and personnel certification—to enhance and transform their sales and service capabilities and drive business growth. Partner Operations and Incentives • Identify and allocate opportunities; leverage partners for customer nurturing and business expansion with ongoing tracking and resource support. • Manage partner processes and resolve conflicts. • Participate in incentive policy design and feedback to safeguard partner rights. • Monitor partner satisfaction; promptly respond to reasonable partner requests and make quick decisions. Partner Collaboration Risk Management •In accordance with ecosystem collaboration policies, effectively manage ecosystem quality control, compliance, and credit risk to prevent integrity violations and other red-line behaviors, thereby enhancing business security.
1. Partner Recruitment & Onboarding: ● Develop and execute a regional or global strategy to recruit, onboard, and scale partnerships with AI-Focused MSPs to align with Alibaba Cloud’s international growth objectives. ● Adopt a Challenger mindset to establish and maintain trusted advisor relationships with C-suite executives of complex partners, driving strategic AI competence alignment through high-stakes collaboration. ● Identify and prioritize high-potential MSPs based on market reach, industry expertise, technical capabilities, and and strategic fit with Alibaba Cloud’s goals. ● Design and implement strategic partner-sourced and partner-influenced revenue aligned with regional field sales objectives, defining KPIs (e.g., pipeline generation, revenue contribution, joint solutions, customer success) to accelerate customer cloud consumption and AI transformation. ● Work closely with Partner Enablement and Technical teams to ensure MSPs achieve required competencies (e.g., AI, migration, MaaS, industry solutions) and attain Alibaba Cloud MSP certification. ● Demonstrates deep industry expertise and analytical rigor to position Alibaba Cloud’s ecosystem as a strategic differentiator, effectively translating partnership value into tangible sales pipelines. Complies with Alibaba Cloud’s policies, procedures, and legal requirements while proactively overseeing ecosystem quality, compliance, and credit risk management to maintain a secure and trustworthy business environment. ● Maintain end-to-end expertise in AI products, customer needs, and technology trends, guiding partners in aligning their commercial/marketing strategies with evolving industry dynamics. 2. Partner Sales and Objectives ● Coaches partners to transform their plans and strategies around cloud consumption and key targets; leads reviews of Partner’s pipeline, top deals, and consumption targets，and cross-functional collaboration (e.g. sales/product teams). ● Co-develop and execute GTM plans with key MSPs, including demand generation, customer workshops, and executive engagements. ● Provide market feedback to internal stakeholders on partner needs, competitive landscape, and regional opportunities to shape Alibaba Cloud’s MSP program evolution. ● Formulate plans to capture market share, execute partner solution plays, and identify novel GTM funding sources while managing complex campaign execution. 3. Partner Performance and Outcomes ● Drive measurable partner-sourced and partner-influenced revenue through co-selling, deal registration, and joint account planning. Own MSP-related KPIs (e.g., new logos, ACV, consumption growth). ● Resolve high-priority partner escalations; orchestrate timely internal responses and conduct regular partners' business and competence reviews (e.g., MBRs/QBRs) to track progress and adjust strategies. ● Ensure partners invest in skilled, incentivized teams to drive sales&delivery; leverage storytelling and cross-functional Ali-Cloud resources to align partners on Intelligent Edge/Cloud strategies and accelerate sales cycles.
1. Partner Recruitment & Onboarding: ● Develop and execute a regional or global strategy to recruit, onboard, and scale partnerships with AI-Focused MSPs to align with Alibaba Cloud’s international growth objectives. ● Adopt a Challenger mindset to establish and maintain trusted advisor relationships with C-suite executives of complex partners, driving strategic AI competence alignment through high-stakes collaboration. ● Identify and prioritize high-potential MSPs based on market reach, industry expertise, technical capabilities, and and strategic fit with Alibaba Cloud’s goals. ● Design and implement strategic partner-sourced and partner-influenced revenue aligned with regional field sales objectives, defining KPIs (e.g., pipeline generation, revenue contribution, joint solutions, customer success) to accelerate customer cloud consumption and AI transformation. ● Work closely with Partner Enablement and Technical teams to ensure MSPs achieve required competencies (e.g., AI, migration, MaaS, industry solutions) and attain Alibaba Cloud MSP certification. ● Demonstrates deep industry expertise and analytical rigor to position Alibaba Cloud’s ecosystem as a strategic differentiator, effectively translating partnership value into tangible sales pipelines. Complies with Alibaba Cloud’s policies, procedures, and legal requirements while proactively overseeing ecosystem quality, compliance, and credit risk management to maintain a secure and trustworthy business environment. ● Maintain end-to-end expertise in AI products, customer needs, and technology trends, guiding partners in aligning their commercial/marketing strategies with evolving industry dynamics. 2. Partner Sales and Objectives ● Coaches partners to transform their plans and strategies around cloud consumption and key targets; leads reviews of Partner’s pipeline, top deals, and consumption targets，and cross-functional collaboration (e.g. sales/product teams). ● Co-develop and execute GTM plans with key MSPs, including demand generation, customer workshops, and executive engagements. ● Provide market feedback to internal stakeholders on partner needs, competitive landscape, and regional opportunities to shape Alibaba Cloud’s MSP program evolution. ● Formulate plans to capture market share, execute partner solution plays, and identify novel GTM funding sources while managing complex campaign execution. 3. Partner Performance and Outcomes ● Drive measurable partner-sourced and partner-influenced revenue through co-selling, deal registration, and joint account planning. Own MSP-related KPIs (e.g., new logos, ACV, consumption growth). ● Resolve high-priority partner escalations; orchestrate timely internal responses and conduct regular partners' business and competence reviews (e.g., MBRs/QBRs) to track progress and adjust strategies. ● Ensure partners invest in skilled, incentivized teams to drive sales&delivery; leverage storytelling and cross-functional Ali-Cloud resources to align partners on Intelligent Edge/Cloud strategies and accelerate sales cycles.
1.Partner tier: Develop an evaluation mechanism for partners and establish a tiered system based on the evaluation framework. 2.Partner Development: Create strategies to support partner development, offering good partners additional benefits and development opportunities. 3.Profit Analysis: Conduct partner surveys to analyze operational costs and rider expense data, determining the profit margins of partners. 4.Key Metrics Monitoring: Track key metrics such as the number of partners, average partner scale, and partner profitability. Regularly review and analyze data to identify issues in collaboration and management, design improvement strategies, and ensure their implementation.
1. Support VAP PDM to manage top partners as a secondary owner. 2. Be the bridge and business advisor for both BD teams and partners. 3. Monitor, track, analyze and audit partner program applications. Be the goalkeeper. 4. Handle partner daily operation and review.