Alibaba Cloud Intelligence-Partner Development Manager-Jakarta

Alibaba Cloud; Jakarta Utara; On-site; IDR 334,800,000 - 669,600,000; Full time

Job summary

Alibaba Cloud is seeking a senior channel sales professional in Indonesia to drive partner development and revenue growth. The role involves managing distributor/SI partnerships, mapping organizational decision networks, and leading cross-functional enablement initiatives.

Responsibilities include end-to-end partner lifecycle management, quarterly performance reviews, and customer relationship ownership from deal registration to delivery, with a focus on multi-product AI solutions.

Qualifications

• 5+ years in channel sales, partner development, or commercial account management in cloud, SaaS, or enterprise tech.
• Experience managing distributor or SI partnerships in Indonesia or Southeast Asia.
• Strong understanding of cloud infra (compute, storage, networking) and AI/ML solutions.

Responsibilities

• 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, focusing 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.

Skills

Channel sales

Partner development

Commercial account management

Cloud / SaaS

AI/ML solutions

Job description

• 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-
  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.

Position Requirement

• 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