Channel Business Development Manager

Job Description

1. Activate and Expand New Customers

Engage with customers using their language to gain their trust, uncover product and technology needs, and generate effective business opportunities.

Help customers 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 partner for customers.

Drive rapid customer decision-making through effective resource integration and operation, encouraging the adoption and ongoing use of Alibaba Cloud public cloud products and technology solutions to address customer technical challenges.

2. Partner Planning and Recruitment

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

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.

Qualification

Over 5 years of channel distribution experience in the cloud computing industry

Successful sales experience in the B2B/Government sector

Project management experience

Understands the core technical values of Alibaba Cloud's main products and typical customer scenarios, able to answer partners and customers routine questions about product technical value.

Independently promotes and achieves in-depth cooperation with local channel partners, resolving significant business disputes and issues.

Implements channel partner cooperation strategies, empowers and motivates partners, leading to business returns.

Understands key customer needs, matches mature products and standardized solutions, and activates the existing customer base.

Independently leads projects and integrates resources for project goals.

Successfully operates projects and resolves complex issues within projects.