Alibaba Cloud Intelligence-Partner Development Manager-ANZ

Job Description

This role will be responsible for building and scaling Alibaba Cloud's partner ecosystem, driving joint GTM execution, accelerating partner-led revenue growth, and enabling strategic partners to build and scale their businesses on Alibaba Cloud. Also, this role will be responsible for AI/MaaS development as well.

You will play a critical role in orchestrating SIs, MSPs and ISVs to support ANZ business development, cloud and AI/MaaS adoption, and long-term regional GTM success.

Position Requirement

1. Ecosystem Strategy & Partner Portfolio Development

• Align with regional business and GTM strategy to design and execute ANZ partner ecosystem development plans.

• Identify, recruit and develop high-potential strategic partners across:

• SIs and Global / Regional MSPs

• Industry-focused partners

• ISVs and AI-native partners

• Build a balanced and scalable partner portfolio aligned with:

• Enterprise and strategic customer coverage

• Cloud infrastructure and platform adoption

• AI / MaaS and industry solution expansion

• Define partner segmentation, coverage model and engagement strategy to maximize ecosystem impact and revenue contribution.

2. Strategic Cooperation Agreements & GTM Execution

• Design, negotiate and execute strategic cooperation agreements aligned with annual business objectives and partner collaboration policies.

• Develop joint GTM plans with key partners, including:

• Target account and industry focus

• Joint pipeline generation and demand creation

• Solution packaging and offering positioning

• Leverage incentive programs, campaigns and enablement frameworks to accelerate partner-led pipeline and revenue growth.

• Drive disciplined execution and governance of cooperation agreements, ensuring measurable business outcomes and ROI.

3. Partner-Led Revenue Growth & Deal Orchestration

• Work closely with account teams to:

• Introduce partners into strategic and complex deals

• Drive joint solution selling and delivery

• Accelerate deal velocity and win rates

• Support partners in opportunity identification, qualification, solution design and deal execution across:

• Cloud migration and modernization

• Platform and data transformation

• AI / MaaS adoption and AI application enablement

• Act as a deal-level orchestrator, aligning partners, BDs solution architects and delivery teams to ensure successful closure and execution.

4. Partnership Management & Long-Term Enablement

• Establish long-term, in-depth collaboration mechanisms with internal stakeholders and key ecosystem partners.

• Drive partner business planning, including:

• Annual joint business plans

• Pipeline and revenue targets

• Capability development and certification plans

• Enable partners to build scalable Alibaba Cloud practices from inception to expansion, covering:

• Market development

• Solution and offering development

• Delivery and service capability building

• Promote long-term, sustainable cooperation models across sales, delivery and solution lifecycle.

5. Industry Ecosystem & Collaborative Innovation

• Work with influential partners to identify customer needs, industry trends and emerging market opportunities.

• Drive joint solution innovation across:

• Cloud-native platforms

• Data and analytics solutions

• AI / MaaS and industry AI applications

• Promote joint solutions from concept to market launch, supporting:

• Industry solution packaging

• Reference architecture development

• Joint marketing and market enablement

• Act as a key contributor to Alibaba Cloud's industry ecosystem and solution strategy in ANZ.

6. Market Intelligence & Strategic Alignment

• Develop deep understanding of ANZ partner ecosystems, industry value chains and market dynamics.

• Provide strategic insights on:

• Partner landscape evolution

• Industry ecosystem trends

• Emerging technology and solution opportunities

• Collaborate with BDs, product, marketing and ecosystem teams to continuously refine partner strategy and GTM execution.