Partner Development Sales - SIs

Responsibilities

1. Drive Partner as Customer and Joint Partner Go to Market

● Develop and execute a regional or global strategy to recruit, onboard, and scale partnerships with top-tier GSIs 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 alignment and growth through high-stakes collaboration.

● Identify and prioritize high-potential GSIs based on market reach, industry expertise, technical capabilities, and and strategic fit with Alibaba Cloud's goals.

● Design and implement strategic partner business plans aligned with regional field sales objectives, defining KPIs (e.g., pipeline generation, revenue contribution, joint solutions, customer success) to accelerate customer cloud consumption and digital transformation.

● Integrate partner skills and capacity through tailored training programs (sales, technical, bootcamps) to foster a learning culture and enhance partner capabilities.

● 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 products, customer needs, and market 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).

● Design go-to-market (GTM) and co-selling strategies with strategic partners, prioritize resource allocation, and align incentives to achieve mutual sales goals.

● Lead marketing campaigns, develop new offer/incentive structures, and oversee GTM planning, tactics, and integrated industry-specific marketplace offerings.

● 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

● Resolve high-priority partner escalations; orchestrate timely internal responses and conduct regular partners' business reviews (e.g., MBRs/QBRs) to track progress and adjust strategies.

● Ensure partners invest in skilled, incentivized teams to drive sales; leverage storytelling and cross-functional Ali-Cloud resources to align partners on Intelligent Edge/Cloud strategies and accelerate sales cycles.

Requirements

Excellent interpersonal communication skills; presentation, public speaking and written communication skills

• Related field 8+ 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 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 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, and driving tangible business returns.

• Experience in designing and leading mid-to-long-term partnership programs, identifying mutual-win opportunities, and activating partners' business expansion motivation to enhance engagement and commitment.

• Adept at establishing strategic dialogue with partner C-level or key decision-makers, supporting them in developing client acquisition strategies, and jointly driving Alibaba Cloud's business growth objectives with improved customer coverage efficiency and quality.

• Solid sales fundamentals, including the ability to develop and maintain business architecture and organizational charts (as part of the "Four Diagrams and One Table" methodology).

• Strong capability to articulate and summarize key value propositions for solutions and services.

• Ability to independently manage the end-to-end sales cycle for mid-sized enterprise clients-from needs analysis to contract closure.

• Skilled in identifying customers' implicit needs and recommending tailored ecosystem solution bundles.

• Proficient in building customized ROI models to effectively influence and support customer decision-making.