Key Responsibilities:

Partner Planning and Recruitment

•Identify target partner segments within the region; recruit high-quality, high-growth partners and develop BP/expansion plans.

Partner Growth Enablement

• Support development and cultivation of localized channels to ensure regional coverage and customer prospecting.

• Systematically empower partners according to their business focus—including policies, products and solutions, and personnel certification—to enhance and transform their sales and service capabilities and drive business growth.

Partner Operations and Incentives

• Identify and allocate opportunities; leverage partners for customer nurturing and business expansion with ongoing tracking and resource support.

• Manage partner processes and resolve conflicts.

• Participate in incentive policy design and feedback to safeguard partner rights.

• Monitor partner satisfaction; promptly respond to reasonable partner requests and make quick decisions.

Partner Collaboration Risk Management

•In accordance with ecosystem collaboration policies, effectively manage ecosystem quality control, compliance, and credit risk to prevent integrity violations and other red-line behaviors, thereby enhancing business security.

Requirements:

• Over 5 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry

• Proven success in B2B/B2G sales

• Prior experience in global partner management or recruitment preferred

• Demonstrated experience in enabling partners to sell effectively and scale replicably

• Established experience and resources in local market ecosystem collaboration

• Experience with key competitors preferred

• Identify and onboard ecosystem partners from key competitors, with deep familiarity with the local AAG core ecosystem network

• Implement tiered partner management and foster healthy, performance-driven competition among partners of the same type

• Independently drive and secure deep, strategic collaboration with local partners, effectively resolving major business disputes and operational challenges.

• Implement partner collaboration strategies, empower and incentivize partners and drive achievement of business objectives.

• Design and drive mid-to-long-term collaboration frameworks by identifying mutually beneficial opportunity areas that unlock partners business expansion potential — thereby increasing their motivation, commitment, and active participation in the ecosystem.

• Establish and maintain strategic dialogue channels with partners core decision-makers; support them in formulating customer expansion strategies and co-drive execution to accelerate Alibaba Cloud's business growth — enhancing both the efficiency and quality of customer coverage through aligned, high-impact partnerships.

• Mastery of core sales fundamentals, including maintenance and updating of key sales artifacts such as the Business Architecture Diagram and Organizational Structure Diagram within the Four Diagrams and One Table framework

• Ability to distill and articulate clear, compelling Key Value Propositions for solutions and services

• Independently manage the full sales cycle for mid-sized enterprise clients — from initial needs analysis through to contract signing

• Identify latent or unspoken client needs and recommend tailored ecosystem-based solution bundles that address underlying business challenges

• Develop customized ROI (Return on Investment) calculation models to quantitatively demonstrate value and effectively influence client decision-making

Channel Business Development Manager