Alibaba.com-Channel Business Development Manager-AI Agent

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

Job summary

Alibaba Group in the United States is seeking a seasoned Channel Sales leader to develop and execute the U.S. channel strategy, recruit high-potential partners, and drive growth across the partner ecosystem.

The role requires 5+ years in channel sales or partner sales, with a strong network in the U.S. market and a proven track record of scaling channels to generate measurable pipeline and revenue growth. Mandarin Chinese is preferred for collaboration with China-based teams.

Qualifications

• 5+ years of experience in channel sales, channel business development, or partner sales, preferably in SaaS, AI, e-commerce, or technology.

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 experience

SaaS

AI knowledge

Negotiation

Stakeholder management

Communication

Mandarin Chinese

Job description

Key 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.

Qualifications

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.

Job Requirements

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