Alibaba.com-Channel Business Development Manager-AI Agent

Alibaba; Sunnyvale (CA); On-site; USD 149,000 - 278,000; Full time

Job summary

Alibaba in Sunnyvale is seeking a senior channel sales leader to own the U.S. channel strategy, recruit and enable partners, and drive revenue growth.

You will manage the full partner lifecycle, build a productive partner portfolio, establish compelling commercial models, and monitor performance while collaborating with China-based teams to align GTM and product direction.

Qualifications

• 5+ years of experience in channel sales or partner sales.
• Strong US sales channel network and partner resources.
• Proven track record of building and scaling channels with measurable pipeline.
• Strong commercial judgment and negotiation skills.
• Strong communication and stakeholder management.
• Mandarin Chinese preferred for collaboration with China-based teams.

Responsibilities

• Develop and execute the U.S. channel sales strategy, including partner segmentation, recruitment, and coverage.
• Identify and onboard high-potential channel partners such as agencies, consultants, service providers, resellers, and other relevant sales channels.
• Manage the full channel lifecycle from recruitment and onboarding to enablement, activation, and growth.
• Build and manage channel pipeline, working with partners to generate qualified opportunities and drive conversion.
• Establish commercial models, incentives, and operating mechanisms that improve partner productivity.
• Track channel performance and optimize the partner portfolio based on pipeline quality, conversion, and revenue contribution.
• Gather partner and market feedback to support GTM and product decisions.

Skills

Channel sales

SaaS

AI

Partner management

Negotiation

Job description

Key Responsibilities

• 1. Develop and execute the U.S. channel sales strategy, including partner segmentation, recruitment, and coverage.
• 2. Identify and onboard high-potential channel partners such as agencies, consultants, service providers, resellers, and other relevant sales channels.
• 3. Manage the full channel lifecycle from recruitment and onboarding to enablement, activation, and growth.
• 4. Build and manage channel pipeline, working with partners to generate qualified opportunities and drive conversion.
• 5. Establish commercial models, incentives, and operating mechanisms that improve partner productivity.
• 6. Track channel performance and optimize the partner portfolio based on pipeline quality, conversion, and revenue contribution.
• 7. Gather partner and market feedback to support GTM and product decisions.
• The pay range for this position at commencement of employment is expected to be between $148,800/year and $278,400/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.
• If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Position Requirement

• 1. 5+ years of experience in channel sales, channel business development, or partner sales, preferably in SaaS, AI, e-commerce, or technology.
• 2. Strong U.S. sales channel network and relevant partner resources, with the ability to activate relationships and generate business opportunities.
• 3. Proven track record of building and scaling channels that deliver measurable pipeline and revenue growth.
• 4. Strong commercial judgment and experience in channel negotiation, enablement, and performance management.
• 5. Strong understanding of and genuine interest in AI, with the ability to clearly communicate the value of AI products to channel partners.
• 6. Hands-on, results-oriented, and comfortable operating in a fast-moving, 0-to-1 environment.
• 7. Strong communication and stakeholder management skills.
• 8. Mandarin Chinese preferred for collaboration with China-based teams.