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.
• 开展GISV方案的市场洞察和竞对分析、产品商机判断和深度技术交流、产品方案设计和技术支持、产品设计和优化支持。 • 发展和管理与顶级GISV（指定）、全球SI（GSI）的关系。帮助顶级GISV及其生态系统合作伙伴转型并与阿里云国际建立强大而有机的云业务，并支持全球SI的云业务增长。 • 在东盟地区发展GISV合作伙伴相关的云迁移业务，利用与顶级GISV的现有计划扩大GSI合作伙伴在东盟地区的生态系统。 • 在区域市场宣传阿里云技术，使顶级GISV和全球SI能够构建联合解决方案，以满足企业客户对应用程序云迁移的需求。作为阿里云的接口，领导和协调与这些合作伙伴的计划。 • 与咨询合作伙伴合作，与阿里云共同创新、共同销售和上市。 • Conduct market insights and competitive analysis for GISV solutions, determine product business opportunities and conduct in-depth technical exchanges, provide product solution design and technical support, and provide product design and optimization support. • Develop and manage relationships with top GISVs (designated), Global SIs (GSIs). Help top GISVs and their ecosystem partners transform and build a strong and organic cloud business with Alibaba Cloud International, and support the cloud business growth of Global SIs. • Develop cloud migration business related to GISV partners in the ASEAN region, and leverage existing programs with top GISVs to expand the ecosystem of GSI partners in the ASEAN region. • Evangelize Alibaba Cloud technologies in the regional market, enabling top GISVs and Global SIs to build joint solutions to meet enterprise customers' needs for application cloud migration. Lead and coordinate programs with these partners as the interface to Alibaba Cloud. • Work with consulting partners to co-innovate, co-sell and go-to-market with Alibaba Cloud.
• Carry out annual GAAP revenue target to sell Alibaba Cloud global solutions to enterprises and key clients • Proactively gain insights into China Go Overseas markets, and be able to proactively find key decision-making chains and identify customers' actual needs. • Identify customers' decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or CXOs-D, to obtain critical support in cooperation. • Build a strong sales pipeline, help enhance customer onboarding, and partner enablement programs • Provide overall pre-sales and post-sales support at the account level to help customers and channel partners with Alibaba Cloud consumption and ensure overall customer satisfaction • Work with HQ back office functional lines to collaborate and contribute to overall product, solution, and operation enhancement
1. This position is responsible for setting up and landing Alibaba Cloud's overseas country-level business strategy, building and streamlining the sale-operation business system, and working with regional sales teams to drive Alibaba Cloud's overseas revenue growth. 2. Be responsible for country operation business, perform leads-to-cash life cycle management, especially pipeline management. Monitor the progress for country business based on long-term and short-term plans, and provide feasible execution plans through in-depth analysis of data. 3. Key Customer and partner Management, manage customer/partner status from customer consumption trends, customer business development plans, Alibaba Cloud product competencies, and manage the customer pipeline through cooperation with the sales and technical architect team. 4. Regular insight into market dynamics and competitive trends, identify new channel business opportunities based on market trends, characteristics, and development trends, and provide optimization suggestions. 5. Conduct cross-departmental communication, collaborate with sales, marketing, products, finance, etc. to drive business. 6. Connect with the back-end teams, provide feedback on regional progress, promote and implement channel policies, provide operational support, and provide feedback from customers and sales teams to back-end teams.