Job Description
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.
Position Requirement
• Over 3 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry
• Proven success in B2B/B2G sales
• Prior experience in global partner management or recruitment preferred
• Experience in partner enablement preferred
• Local market ecosystem collaboration experience and resources preferred
• Experience with key competitors preferred
• Identify and onboard ecosystem partners from key competitors.
• Implement tiered partner management - categorizing partners into high-performing partners, potential growth partners, and etc.
• Execute high-frequency operational management of local partners.
• Implement partner collaboration strategies, empower and incentivize partners and drive achievement of business objectives.
• Support the sales team in developing preliminary collaboration proposals to facilitate partners' commitment of baseline resources or initiation of lightweight engagements. Build trusted relationships with key partner contacts (non-core decision-makers), effectively communicate Alibaba Cloud's value proposition, and collaborate to achieve joint customer expansion targets.
• Execute standardized negotiation procedures within predefined strategic boundaries, ensuring all contractual terms meet the company's minimum requirements. Systematically gather and relay partner feedback to inform iterative improvements in collaboration models, enhancing partners' short-term engagement and motivation.
• Proficient in Alibaba Cloud product knowledge and sales messaging
• Support sales teams in conducting customer visits and performing foundational tasks such as business needs discovery and qualification
• Accurately document sales activities and maintain up-to-date records in the CRM system
