Channel Business Development Manager

Alibaba Cloud is seeking an experienced Channel Manager to expand and manage its partner ecosystem in US region. This role is responsible for driving channel-led revenue growth, executing go-to-market (GTM) strategies with partners, and strengthening Alibaba Cloud’s presence among enterprise and public sector customers.

Key Responsibilities:

1. Partner Planning and Recruitment

· Identify target partner groups in the region, recruit high-quality, high-growth partners, and develop BP (Business Partner)/expansion plans.

2. Activate and Expand New Partners

· Engage with Partners using their language to gain their trust, create new partnerships, and generate effective business opportunities.

· Help Partners understand the technical value of Alibaba Cloud products such as the Feitian cloud operating system, the Big Seven (core products), AI/smart computing, as well as the differentiated competitive advantages over other competitors, positioning Alibaba Cloud as the best Cloud for their customers.

· Create successful partners through effective resource integration and operation, encouraging the adoption and ongoing use of Alibaba Cloud public cloud products and technology solutions to address end customer technical challenges.

3. Partner Growth Empowerment

· Support local channel development and nurturing, ensuring local 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.

4. 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.

5. Partner Cooperation Risk Management

· Manage ecosystem quality control/compliance/credit control effectively based on ecosystem cooperation policies, prevent integrity violations, and enhance business security.

Requirements:

• 8 or more years of channel distribution experience in the cloud computing industry

• Experience in expanding and cooperating with top-tier channel partners

• Familiar with the technological evolution in the product domain, able to compare the technical characteristics of similar products and answer routine questions from partners and customers about product technological trends and features.

• Profound understanding of the interests of various parties in distribution channels, can identify key driving elements, optimize cooperation models and commercial mechanisms to achieve win-win outcomes.

• Completes the structured, tiered layout of key channel partners, optimizes partner composition, and establishes strategic relationships.

• Develops channel partner expansion and cooperation strategies and drives implementation, quickly identifies business opportunities, leverages Alibaba Cloud’s competitive advantages, empowers and motivates partners, and assists in the success of partners' businesses.

• Comprehends customers' business and digital transformation needs, diagnoses specific technical issues in business scenarios, provides competitive solutions, and activates the existing customer base.

• 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.