Partner Development Manager

【Job Description】

1、Develop and Execute Partner Business Development Plan

• Establish and maintain trusted relationships with partner executives, deeply understand their business needs, and lead the development of joint business plans

• Guide partners in conducting workforce planning that aligns with Alibaba Cloud's strategy, and promote the development of targeted organizational capabilities and technical teams

2、Discover and Onboard New Partners

• Expand and cultivate ecosystem partner resources and networks in alignment with business strategies to build partner ecosystem, enhancing Alibaba Cloud's overall product sales and technical solution capabilities

• Identify target partner segments within the designated region and recruit high-quality, high-growth partners

3、Coordinate Internal Resources to Support Partner Growth

• Establish a long-term and in-depth communication and cooperation mechanism with internal stakeholders and key personnel of ecosystem partners, and promote the long-term and comprehensive cooperative relationship between Alibaba Cloud and ecosystem partners, including but not limited to long-term business cooperation planning, project team building, joint business opportunity expansion, and joint solution promotion, etc.

• Guide partners to conduct business based on Alibaba Cloud, be able to stand from the business perspective of partners, and guide the development of partners' Alibaba Cloud business from zero to one and from one to many from aspects such as market expansion and product planning

4、Special Sales Campaign Operations and Incentives

• Develop GTM Plan, drive the implementation and execution of cooperation agreements through campaign incentives and joint market expansion, and achieve the effective implementation of business strategies

• Participate in the formulation and feedback of incentive policies, safeguard partner rights and interests

• Focus on partner satisfaction, timely respond to reasonable partner demands, and make quick decisions

5、Manage Partner Health

• Strictly implement the bottom-line requirements of Alibaba Cloud ecosystem integrity and compliance, regulate partners' market business behaviors, prevent potential cooperation risks and conflicts, and build a solid foundation for long-term strategic cooperation

• Jointly define and track core business metrics with partners, conduct refined operations on activity levels, and improve the joint pipeline conversion rate and cloud product consumption; lead the escalation mechanism and problem resolution in complex and urgent business conflicts

• Jointly build industry benchmark cases and joint solutions with key partners, expand Alibaba Cloud's coverage in the target market, and enhance the market leadership and brand influence of the joint technical system

【Qualification】

• Identify and bring in ecosystem partners of core competitors, and be familiar with the local AAG core ecosystem network

• Conduct tiered management of partners, and foster a healthy competitive relationship among partners of the same type

• Independently drive and achieve deep cooperation with local partners, and resolve major business disputes and issues

• Implement partner cooperation strategies, empower and stimulate partner motivation, and bring business returns

• Design and promote medium- and long-term cooperation plans, identify win-win opportunities with partners, activate their business expansion momentum, and enhance cooperation enthusiasm and participation

• Establish key dialogue mechanisms with core decision-makers of partners, assist them in formulating customer expansion strategies, jointly drive the achievement of Alibaba Cloud business growth targets, and improve customer coverage efficiency and quality

• 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

• 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