Head of Partnerships & Ecosystem

ABOUT NEXUS

Nexus is XLSmart's AI-native initiative: a trusted Indonesian AI exchange and agentic platform that connects the world's AI supply — cloud, models, applications and builders — to XLSmart's customer base. Its value compounds as more partners join the platform. This role owns those partnerships end to end.

ROLE PURPOSE

Build and run the entire Nexus partner ecosystem. You source, negotiate, onboard and manage every category of partner — cloud/platform providers, LLM/model providers, application & startup developers, and universities/enterprises building on the platform — and you design the commercial and revenue-sharing models that make each relationship work. You are the single owner of partner strategy, deals and ongoing management.

PARTNER CATEGORIES YOU WILL OWN

· Cloud & platform partners — Alibaba Cloud today, and others over time — the infrastructure and platform build; kept multi-partner and neutral

· LLM / model providers — onboard new models into supply as they emerge; negotiate bulk / wholesale token & inference deals and price protection

· Application & startup developers — onboard partners publishing their apps/agents on the Nexus portal; design their revenue-sharing / take-rate models

· Universities & enterprises — enable institutions and companies that want to build new products & solutions on the platform

· GTM & channel partners — marketplaces, content and distribution partners that extend reach

KEY RESPONSIBILITIES

Partner strategy & sourcing

· Own the partner strategy across all categories; maintain a qualified, prioritized pipeline

· Identify and pursue the partners that best fit market needs and the Nexus roadmap

Deals, commercials & revenue models

· Structure and negotiate deals — co-build/co-sell, bulk model/token purchasing, app revenue-share, licensing and sponsorship

· Design partner-specific commercial & revenue-sharing models (take-rate, rev-share on

GMV/usage, subscription splits, wholesale rates)

· Negotiate price protection, SLAs, exclusivity and co-investment terms — with Commercial/FinOps

Onboarding & governance

· Define the onboarding framework, certification and criteria for each partner type

· Run partner governance — contracts, SLAs, compliance, performance reviews and dispute/exit handling

Ongoing partner management

· Own the day-to-day relationship with strategic partners (starting with Alibaba Cloud) — cadence, joint planning, escalations, delivery-to-plan

· Grow and curate the supply side of the exchange — models, apps, agents and services available to customers

· Track partner performance, revenue and satisfaction; renew, expand or off-board as needed

· Coordinate across Platform, Product, Commercial and Governance streams so partner delivery lands

MUST-HAVE EXPERIENCE & SKILLS

· 8+ years in partnerships, alliances, business development or ecosystem management

· Proven record structuring and closing complex commercial deals — revenue-share, licensing, co-sell/co-build, wholesale/volume

· Experience managing large strategic technology partners (hyperscaler, cloud or major software vendor)

· Experience building or scaling a platform/marketplace partner ecosystem (onboarding third-party developers/ISVs)

· Strong commercial and financial acumen — able to design and defend revenue/margin models

· Excellent negotiation, relationship-management and cross-functional leadership

· Bahasa Indonesia fluency + strong professional English; deep local and regional network

NICE TO HAVE

· Experience with Alibaba Cloud, hyperscalers or AI/LLM providers

· Familiarity with AI/LLM products, model economics and the app/agent ecosystem

· Telco, digital-platform or super-app partnership background

· Strong startup / ISV / university-innovation network in Indonesia & SEA

WHAT SUCCESS LOOKS LIKE (FIRST 6 MONTHS)

· Alibaba Cloud relationship running smoothly — joint team, plan and cadence in place

· Partner onboarding framework and standard commercial/revenue-share models defined for each partner type

· First application/startup partners evaluated and in the pipeline; 1–2 lined up to publish

· Initial model-provider and app-partner terms progressed toward signature

· A living partner pipeline and governance rhythm established