Engage with partners using their language to gain their trust, uncover product and technology needs, and generate effective business opportunities.
Help customers understand the technical value of Alibaba Cloud products such as the Apasara Operating System, the Major Seven (core products), AI/smart computing, as well as the differentiated competitive advantages over other competitors, positioning Alibaba Cloud as the best partner for cloud business.
Drive rapid customer decision-making through effective resource integration and operation, encouraging the adoption and ongoing use of Alibaba Cloud public cloud products and technology solutions to address customer technical challenges.
Partner Planning and Recruitment
Identify target partner groups in the region, recruit high-quality, high-growth partners, and develop BP (Business Partner)/expansion plans.
Partner Growth Empowerment
Support cloud channel development and nurturing, ensuring business coverage and customer prospecting.
Systematically empower partners based on their business direction, including policies, products, and solutions, personnel capability certification, etc., to enhance partners sales and service capabilities and transformation, and drive business growth.
Partner Operations and Incentives
Identify and allocate business opportunities, cultivate customers, and expand business through partners, while providing process follow-up and resource support.
Manage partner processes and handle conflicts.
Participate in the creation and feedback of incentive policies to protect partner interests.
Focus on partner satisfaction, promptly respond to partners legitimate concerns, and make quick decisions.
Partner Cooperation Risk Management
Manage ecosystem quality control/compliance/credit control effectively based on ecosystem cooperation policies, prevent integrity violations, and enhance business security.
Job Requirements
- Over 10 years of channel distribution experience in the cloud computing industry
- Experience in expanding and cooperating with top-tier channel partners and building a channel management system from scratch
- Over 5 years of team management experience with the ability to drive multiple complex projects simultaneously
Familiar with mainstream industry architecture design methods, able to respond to partners and customers routine technical architecture inquiries.
Innovates cooperation models, designs sustainable commercial mechanisms and deliver win-win results based on an understanding of the underlying business principles.
Plans channel partner layouts based on industry strategy, proactively arranges business layouts upstream and downstream of the industry chain, optimizes partner composition, and establishes strategic relationships.
Develops channel partner expansion and cooperation strategies and drives implementation, finds competitive approaches in key directions and tracks, empowers and motivates partners, and assists partners in achieving breakthrough business development.
Based on insights in niche areas, guides customer needs, comprehensively sorts and diagnoses customers strategies, business, and technology, provides industry-leading solutions, activates the existing customer base, and helps customers grow rapidly.
Leads teams in large and complex cross-company projects.
Achieves multiple project successes at the industry/regional level, guides partners in anticipating project and customer situations, and effectively handles complex customer decision-making processes.
