蚂蚁金服Ant International-Enterprise Partnerships Enablement-WorldFirst ANZ
任职要求
Key Requirements
● Minimum 5 years of experience selling complex tech solutions within a consultative sales methodology to enterprise-level partners in the retail or e-commerce industry
● Experience in SaaS, fintech, or digital platforms is an advantage but not a prerequisite
● Familiarity with payment solutions - domestic or cross-border - is preferred
● Strong attention to detail and ability to manage end-to-end sales cycles, from solution design to implementation and ongoing relati…工作职责
We are seeking an experienced enterprise partnerships professional with a proven track record in developing and executing go-to-market strategies that can help WorldFirst grow the business across the ANZ market. As a market leader in cross-border payment solutions across the APAC region, WorldFirst offers a broad set of APIs that connect enterprise, payment, and card solutions with the retail and e-commerce industry. This is a newly created role reporting directly to the Country Manager - representing a strong opportunity to make a meaningful impact on business performance in the region. Responsibilities 1. Create and execute strategy targeting enterprise partners in the retail industry: e-marketplaces, site builders, logistics providers, digital advertising agencies, etc. 2. Sell and embed solutions including mass payout, treasury management, and seller recruitment services to enterprise partners. 3. Engage with local banks and fintechs to expand the payment product offering for our clients, enabling them to seamlessly fund their World Account via multiple channels and methods. 4. Collaborate with internal and external stakeholders on go-to-market initiatives. Provide regular updates, reports, and insights to senior leadership, promoting transparency and alignment. Goals 1. Win new enterprise partners by bringing integrations live to market 2. Maximize engagement with partners to bring new customers to WorldFirst 3. Generate commercial outcomes that contribute to the financial performance of the business
We are seeking an experienced enterprise partnership professional with a proven track record in developing and executing go to market strategies that can help WorldFirst grow the business across the APAC regions. As a market leader of cross border payment solutions across the APAC region WorldFirst has a broad set of existing APIs and products that can connect enterprise and partners in cross-border trade industry. This is a newly created role reporting directly to the head of global business growth and operations, representing a great opportunity to make a major impact to the performance of the business in the region. • Create and execute strategy targeting the enterprise partners in the retail industry: e-marketplaces, site builders, logistics providers, digital advertising agencies etc • Sell and embed solutions including mass payout, treasury management and seller recruitment services to enterprise partners • Collaborate with internal and external stakeholders on go-to-market initiatives. Provide regular updates, reports, and insights to senior leadership, promoting transparency and alignment. • Track and monitor the performance of enterprise partners in each country, and drive insights and actions via data analytics & client interviews
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.
Responsibilities include, but are not limited to: 1) Build a high-performance team, raise the bar on talent acquisition, performance measurement, and career growth. o Attract, hire and retain top sales support talents and brand marketing media solution support experts to form a best-in-class digital advertising organization. o Provide exceptional mentoring and coaching to develop your direct reports and the broader Ads team. o Elevate the team's skill sets and continuously build a deep bench of talent across the vertical. o Define clear, measurable input metrics and tactical action plans to drive staff performance. o Serve as the main point of contact for key brand marketing, digital media, and marketing executives in China. o Lead the CN team to support in promoting advertising solution for advertisers and customers. 2) As supporting owner of the business, owns client segmentation, go-to-market, resource planning, and deliver eventual business results. o Determine short- and long-term coverage plans per property, vertical, account, territory, and AE. o Develop a comprehensive account and agency coverage strategy for China’s global brands and export industry to accelerate Amazon Advertising product knowledge enablement. o Build and manage a detailed engagement strategy for Fortune 500 type clients. Build upon prior success in this area to continue to grow this opportunity. o Drive the commercial management process as well as play a hands-on role in identifying leads and opening doors for the commercial organization. o Identify scalable opportunities with both internal partnership with Retail and AWS, and external partnerships to expand our Service Addressable Market size. o Provide visionary leadership to elevate the larger organization of Amazon Advertising in China for continued success. o Partner brands and support all advertiser education initiatives that will help their advertising on Amazon. 3) Serve as Amazon’s Advertising Industry Ambassador o Represent Amazon Ads as a visionary thought leader at high-profile industry conferences, trade publications, and other influential platforms. o Participate in strategic meetings with senior executives to help set program direction and priorities. 4) Drive product innovation and expansion o Develop a deep and thorough understanding of customer and industry trends to ensure Amazon continues to provide a powerful, differentiated advertising value proposition. o Partner closely with product development to prioritize and build innovative new advertising products to provide a truly better and differentiated advertising business for our customers. o Assess potential acquisition or partner targets to expand the program’s reach and scope.