阿里云阿里云智能-Partner Development Sales - MSP Alliances-云智能集团-阿里云智能-海外业务- 生态

任职要求

• Excellent interpersonal communication skills; presentation, public speaking and written communication skills
• Related field 6+ years in partner management, sales, or technology channel development in technology industry(equivalent experience accepted).
• Proven track record of successful To B/G sales.
• Prior experience in managing or recruiting global SI/MSP partners is preferred.
• Demonstrated experience in enabling partners to “sell effectively” and building scalable, reusable go-to-market models.
• Strong local market ecosystem collaboration experience and established partner networks.
• Experience with key competitors is a strong plus.
• Ability to identify and onboard ecosystem partners from key competitors; familiarity with the core SI/MSP ecosystem networks of local AAG (Azure, AWS, Google) players.
• Capable of segmenting partners and cultivating constructive competition among similar partner types.
• Proven ability to independently drive and establish deep collaborations with local partners, resolving major business disputes and challenges.
• Skilled in executing partner collaboration strategies, empowering partners…

工作职责

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.