- Own the partner development lifecycle from recruitment through enablement, activation, maturity, and sustained revenue growth.
- Manage partner performance tiers, conduct quarterly business reviews, and ensure accountability against joint business plans.
- Own the customer relationship end-to-end through close, ensuring clear role definition between BD, partner, and customer from deal registration through delivery.
- Deliver structured enablement programs — technical certification,sales readiness, and joint go-to-market workshops.
- Identify, qualify, and develop commercial accounts, with a focus on net-new logos and underserved segments.
- Drive MaaS and multi-product attach on commercial accounts — positioning Model Studio, Qwen, and Alibaba Cloud AI solutions as standard components of customer engagements
- 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.
Job Requirements
- 5+ years in channel sales, partner development, or commercial account management — preferably in cloud, SaaS, or enterprise technology.
- Demonstrated experience managing distributor or SI partnerships in Indonesia or Southeast Asia.
- Strong understanding of cloud infrastructure (compute, storage, networking) and AI/ML solutions.
- 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