Alibaba Cloud · 1 hour ago
Channel Business Development Manager
Sunnyvale, CA
Full-time
Onsite
Senior Level, Lead/Staff
8+ years expAlibaba Cloud is seeking an experienced Channel Manager to expand and manage its partner ecosystem in the US region. This role is responsible for driving channel-led revenue growth, executing go-to-market strategies with partners, and strengthening Alibaba Cloud’s presence among enterprise and public sector customers.
Cloud Data ServicesCloud ManagementData CenterData ManagementFoundational AISoftware
Hiring Manager
Trixie (Yueqi) Wang
Responsibilities
Identify target partner groups in the region, recruit high-quality, high-growth partners, and develop BP (Business Partner)/expansion plans
Engage with Partners using their language to gain their trust, create new partnerships, and generate effective business opportunities
Help Partners 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 Cloud for their customers
Create successful partners through effective resource integration and operation, encouraging the adoption and ongoing use of Alibaba Cloud public cloud products and technology solutions to address end customer technical challenges
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
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
Manage ecosystem quality control/compliance/credit control effectively based on ecosystem cooperation policies, prevent integrity violations, and enhance business security
Qualification
Required
8 or more years of channel distribution experience in the cloud computing industry
Experience in expanding and cooperating with top-tier channel partners
Familiar with the technological evolution in the product domain, able to compare the technical characteristics of similar products and answer routine questions from partners and customers about product technological trends and features
Profound understanding of the interests of various parties in distribution channels, can identify key driving elements, optimize cooperation models and commercial mechanisms to achieve win-win outcomes
Completes the structured, tiered layout of key channel partners, optimizes partner composition, and establishes strategic relationships
Develops channel partner expansion and cooperation strategies and drives implementation, quickly identifies business opportunities, leverages Alibaba Cloud's competitive advantages, empowers and motivates partners, and assists in the success of partners' businesses
Comprehends customers' business and digital transformation needs, diagnoses specific technical issues in business scenarios, provides competitive solutions, and activates the existing customer base
Leads teams in large and complex cross-company projects
Achieves multiple project successes at the industry/regional level, guides partners in anticipating project and customer situations, and effectively handles complex customer decision-making processes
Company
Alibaba Cloud
Alibaba Cloud develops cloud computing and data management services. It is a sub-organization of Alibaba Group.
10001+ employees
H1B Sponsorship
Alibaba Cloud has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (18)
2024 (14)
2023 (2)
2022 (1)
Funding
Current Stage
Late StageTotal Funding
$1.2BKey Investors
Alibaba Group
2015-07-29Series B· $1B
2012-09-20Series A· $200M
Recent News
Gadgets 360
2026-01-23
Business News Americas
2026-01-22
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