Alibaba Cloud Intelligence-Public Sector Business Development Leader-Hong Kong

Job Description

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.

Position Requirement

• Over 8 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry

• Experience in global partner management or recruitment

• Extensive experience in partner enablement

• Rich experience and resources in local market ecosystem collaboration

• Experience with key competitors preferred

• Over 3 years of team management experience

• Maintains a broad network of professional relationships and industry connections, enabling rapid access to target partners and efficient establishment of initial engagement.

• Capable of precisely evaluating the strategic value and ecosystem contribution of potential partners, ensuring all alliances are built on mutual benefit, shared objectives, and long-term win-win outcomes.

• Structure and implement a tiered, strategic layout for key partners, optimize partner composition and establish strategic relationships.

• Develop and drive execution of partner expansion and collaboration strategies; rapidly identify emerging business opportunities, leverage Alibaba Cloud's product advantages to empower partners, ignite their motivation, and enable their commercial success.

• Lead the design of strategic-level collaboration frameworks and innovative partnership models - crafting differentiated, win-win value propositions that motivate partners to commit core strategic resources and co-create benchmark cases that demonstrate ecosystem leadership and replicable success.

• Engage in strategic-level dialogue with partners' top decision-makers (e.g., CEO, Board of Directors) - leveraging deep industry insights and a compelling ecosystem vision to influence their strategic direction, aligning their business priorities with Alibaba Cloud's ecosystem and fostering deep, structural integration.

• Lead enterprise-scale bidding processes for strategic projects (e.g., Government Cloud, industry-specific solutions), overseeing proposal development, solution positioning, and cross-functional coordination to ensure competitive advantage and win probability.

• Design and execute ecosystem-driven sales strategies - such as co-delivery models with partners and Alibaba Cloud

• Analyze industry competitive landscapes to formulate differentiated, opportunity-specific pursuit strategies.