Partner Development Manager-Jakarta

Alibaba Cloud; Jakarta Pusat; On-site; IDR 60,000,000 - 100,000,000; Full time

Job summary

Alibaba Cloud is seeking a strategic partnerships professional in Indonesia to drive channel sales and partner development across Southeast Asia. You will own the partner lifecycle, manage performance, and lead end-to-end customer engagement from registration to delivery.

The role requires deep cloud, SaaS, and enterprise tech experience, with a focus on driving MaaS and multi-product attachments including Model Studio and Qwen.

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 infrastructure and AI/ML.
• Ability to articulate joint solution ROI and build business cases for partners.
• Ability to coordinate internal resources in partner-led sales scenarios.

Responsibilities

• Own the partner development lifecycle from recruitment through enablement, activation, maturity, and sustaining 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.
• Drive MaaS and multi-product attach on commercial accounts, positioning Model Studio, Qwen, and Alibaba Cloud AI solutions as standard components.

Skills

Channel sales

Partner development

Commercial accounts management

Cloud infrastructure

AI/ML solutions

Cross-department collaboration

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-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, 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.
  

• 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, 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.
  

Job Requirements

• 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