智能互联阿里云智能-Partner Development Sales - MSP Alliances-上海
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.
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.
生态战略落地 • 负责阿里云与SAP战略合作在公共云事业部的高效落地，驱动阿里云上的SAP云产品（RISE、GROW、BTP、IBP等）及SAP OP on 阿里云相关产品的规模化销售与市场渗透。 GTM策略与执行 • 制定并拆解与SAP的年度联合GTM计划，通过战役激励、目标对齐与资源整合，确保区域销售目标的达成与业务的稳定增长。 协同机制建设 • 构建常态化的协同作战体系，包括管理层战略对齐、区域销售联合赋能、客户清单撞库及联合商机管理机制，实现内外部协同效率最大化。 重点商机闭环 • 深度介入核心项目攻坚，通过联合高层拜访、内部资源调度及商务协调，推动商机从线索识别到最终落地的全链路闭环，提升高价值项目转化率。 生态营销与品牌赋能 • 与SAP及内部相关方联合策划高价值的联合市场活动，提升双方联合解决方案的品牌心智，驱动高质量潜在客户线索的挖掘与沉淀。 联合创新孵化 • 洞察行业客户典型场景，与SAP共同探索本土化的SAP AI融合方案，推动千问大模型在SAP场景中的用户体验，持续提升SAP AI解决方案竞争力。 业务洞察与反馈闭环 • 定期进行业务经营分析，敏锐洞察市场竞争态势与业务需求，及时向各相关方提供策略反馈，持续优化合作生态。
生态战略落地 • 负责阿里云与SAP战略合作在公共云事业部的高效落地，驱动阿里云上的SAP云产品（RISE、GROW、BTP、IBP等）及SAP OP on 阿里云相关产品的规模化销售与市场渗透。 GTM策略与执行 • 制定并拆解与SAP的年度联合GTM计划，通过战役激励、目标对齐与资源整合，确保区域销售目标的达成与业务的稳定增长。 协同机制建设 • 构建常态化的协同作战体系，包括管理层战略对齐、区域销售联合赋能、客户清单撞库及联合商机管理机制，实现内外部协同效率最大化。 重点商机闭环 • 深度介入核心项目攻坚，通过联合高层拜访、内部资源调度及商务协调，推动商机从线索识别到最终落地的全链路闭环，提升高价值项目转化率。 生态营销与品牌赋能 • 与SAP及内部相关方联合策划高价值的联合市场活动，提升双方联合解决方案的品牌心智，驱动高质量潜在客户线索的挖掘与沉淀。 联合创新孵化 • 洞察行业客户典型场景，与SAP共同探索本土化的SAP AI融合方案，推动千问大模型在SAP场景中的用户体验，持续提升SAP AI解决方案竞争力。 业务洞察与反馈闭环 • 定期进行业务经营分析，敏锐洞察市场竞争态势与业务需求，及时向各相关方提供策略反馈，持续优化合作生态。
作为合作伙伴解决方案架构师，您将负责与生态伙伴共同设计、验证并推广基于阿里云的联合解决方案，确保技术架构的领先性、可落地性及市场竞争力。您需要具备深厚的技术架构能力和行业解决方案经验，通过与合作伙伴的技术协作，将阿里云产品与伙伴技术深度融合，打造标杆级解决方案，并推动其在目标市场中的规模化推广。 核心职责 1. 联合解决方案设计与打包 • 主导与合作伙伴共同设计面向不同领域的端到端技术解决方案，整合阿里云产品（如计算、存储、AI、大数据等）与伙伴技术（如行业应用、垂直工具），确保架构的高可用性、扩展性和安全性。 • 制定技术选型标准，评估新技术/工具的适用性，并推动其与阿里云平台的集成认证（如API对接、云市场兼容性）。 • 将联合解决方案转化为可复制的技术模板或产品包，包括架构设计文档、实施指南、配置脚本、自动化部署工具等，降低伙伴实施门槛。 • 设计解决方案的技术分层架构（如IaaS/PaaS/SaaS），明确阿里云与伙伴的接口规范及责任边界。 2. 技术推广与赋能 • 通过技术研讨会、白皮书发布、客户案例分享、线上直播等形式，向合作伙伴及客户推广联合解决方案的技术优势与最佳实践。 • 协助合作伙伴完成POC验证、技术演示及客户POC，提升解决方案的市场可信度。 • 设计并实施针对合作伙伴的技术培训计划，覆盖阿里云产品集成、架构设计、API开发等关键能力。 • 编写技术文档、FAQ、故障排查手册等，形成标准化知识库，支持伙伴快速掌握解决方案实施要点。 3. 合作伙伴技术协作与交付 • 深入参与合作伙伴项目，解决技术实施中的复杂问题（如性能调优、系统兼容性、数据迁移等），确保方案落地质量。 • 与阿里云内部团队（研发、产品、交付）协作，协调资源解决技术瓶颈，推动解决方案持续优化。 • 主导或协助伙伴完成阿里云集成认证（如解决方案认证、技术兼容性认证），确保产品在阿里云市场合规上架。 4. 市场洞察与技术策略 • 深度分析（xx）领域技术趋势、客户痛点及竞争格局，提出技术路线演进建议，确保解决方案的前瞻性和竞争力。 • 结合阿里云产品，规划与合作伙伴的技术合作方向，推动联合创新。