Alibaba Cloud is seeking an experienced Channel Manager to expand and manage its partner ecosystem in EMEA region. This role is responsible for driving channel-led revenue growth, executing go-to-market (GTM) strategies with partners, and strengthening Alibaba Cloud’s presence among enterprise and public sector customers.

Key Responsibilities:

Partner Development

• Align with business strategy to expand and cultivate ecosystem partner resources and networks, forming a robust ecosystem that enhances Alibaba Cloud’s overall product sales, technical solutions, and delivery capabilities.

Strategic Cooperation Agreements & Execution

• Based on annual business objectives and partner collaboration policies, identify and mobilize partner resources, design and negotiate cooperation agreements.

• Develop GTM (Go-To-Market) plans, leverage campaign incentives, and jointly expand markets to ensure effective execution of cooperation agreements and realization of business strategies.

Partnership Management

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

• Promote comprehensive, long-term cooperation between Alibaba Cloud and ecosystem partners, including but not limited to long-term business planning, project team building, joint business development, service & delivery collaboration, and joint solution promotion.

Supporting Ecosystem Partner Development (Industry Ecosystem)

• Guide partners to build businesses based on Alibaba Cloud.

• Provide direction from the partner’s business perspective, supporting their Alibaba Cloud business growth from inception to expansion, covering areas such as market development and product planning.

Driving Collaborative Innovation

• Work with influential partners to drive innovation, gain insights into customer needs and market opportunities, and promote joint solutions in new products, technologies, and fields from concept to market launch.

Requirements:

• Over 8 years of experience in cloud computing or large enterprise/government-related industries in channel/ecosystem business development and sales.

• Proven experience in business development and collaboration with key regional/industry partners or strategic-level partners.

• Prior experience in Alibaba Cloud sales and channel expansion preferred; familiarity with AWS’s global major channel partners is a plus.

• Unique insights into industry ecosystems and trends, with predictive foresight and sharp business acumen to identify, capture, and create future business value.

• Deep industry expertise with strong understanding of commercial rules and interdependencies across upstream and downstream industry chains; ability to capture market dynamics, identify trends, and propose feasible directions for ecosystem cooperation.

• Ability to deeply understand customer business and digital transformation needs, systematically diagnose technical issues in specific business scenarios, and propose complete, innovative integrated solutions to meet customer requirements.

• Capable of effective business and technical communication with core decision-makers of customers/partners, influencing major business decisions.

• Skilled in guiding and assisting team members in communication or negotiation, driving cooperation to success, and influencing outcomes across decision chains.

• In complex cooperation environments, able to clarify market context and customer needs, advance collaboration from the perspective of strategic alignment, and build mutual trust and stable relationships with stakeholders at all partner levels.

• Collaborate on realistic product, sales, marketing, service strategies, and joint solutions; coordinate with sales and ecosystem teams to ensure execution and achievement of strategic goals.