Own the partner development lifecycle from recruitment through enablement, activation, maturity, and sustained revenue growth.
Manage partner performance tiers, conduct quarterly business reviews, and ensure accountability against joint business plans.
Own the customer relationship end-to-end through close, ensuring clear role definition between BD, partner, and customer from deal registration through delivery.
Identify, qualify, and develop commercial accounts, with a focus on net-new logos and underserved segments.
Drive MaaS and multi-product attach on commercial accounts — positioning Model Studio, Qwen, and Alibaba Cloud AI solutions as standard components of customer engagements
Possess sharp business acumen, be able to map out the organizational structure and decision-making chain network on the partner side, and formulate enablement strategies accordingly.
Job Requirements
5+ years in channel sales, partner development, or commercial account management — preferably in cloud, SaaS, or enterprise technology.
Demonstrated experience managing distributor or SI partnerships in Indonesia or Southeast Asia.
Strong understanding of cloud infrastructure (compute, storage, networking) and AI/ML solutions.
Possess the ability to extract differentiated selling points of joint solutions for medium to large-scale business scenarios, and build customized Business Case and Return on Investment (ROI) calculation models to persuade partners to invest resources.
Possess cross-departmental collaboration and deal-closing capabilities, acting as an internal hub to coordinate internal resources in partner-led sales scenarios
