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 chance 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.

📌 Alibaba Cloud Intelligence-Partner Development Manager-Anz (Sydney)
🏢 Alibaba Cloud
📍 Sydney