Alibaba Cloud Intelligence-Partner Development Sales-ISV-Shanghai，Hangzhou

Role Overview Alibaba Cloud International is seeking an experienced Global ISV Partner Development Manager to expand our global software and AI ecosystem. This role will own a portfolio of strategic ISV accounts while identifying and recruiting high-potential new partners, managing partnerships from commercial negotiation and cloud/AI adoption through solution integration, co-selling, and international expansion. The successful candidate will drive two complementary business motions: “Partner as Customer,” accelerating ISVs’ adoption and consumption of Alibaba Cloud infrastructure and AI services; and “Partner to Customer,” leveraging their products, solutions, and customer reach to create scalable joint go-to-market opportunities. The role focuses on high-growth AI ISVs, SaaS companies, enterprise software providers, and emerging technology partners. We are looking for a commercially driven, hands-on business developer who can engage founders and C-level executives, understand cloud and AI economics, structure complex partnerships, and mobilize global and regional teams to deliver measurable revenue, consumption, and customer growth. Key Responsibilities

1. Global ISV Strategy and Partner as Customer ● Recruit and grow strategic Global ISVs, prioritizing AI-native companies, SaaS providers, and enterprise software vendors based on product fit, international reach, and cloud/AI revenue potential. ● Own strategic ISV accounts and build trusted relationships with founders and C-level executives, driving adoption, renewals, consumption growth, and account expansion. ● Develop joint business plans that position Alibaba Cloud infrastructure, AI services, and Qwen capabilities to address partners’ product innovation and international deployment needs, with clear revenue, consumption, and pipeline targets.
2. AI and Technology Partnership Development ● Develop partnerships across the AI ecosystem, including foundation models, multimodal AI, agents, inference optimization, developer tools, and AI applications. ● Coordinate product, engineering, and solution architecture teams to validate use cases, enable integrations, and launch differentiated joint solutions. ● Structure commercially viable partnerships covering cloud commitments, incentives, licensing, and revenue share. Translate AI usage and deployment economics into business cases and forecasts, coordinating legal and compliance reviews for IP, model licensing, data residency, and cross-border requirements.
3. Joint GTM, Co-Selling, and Marketplace Growth ● Execute joint GTM and co-selling plans with regional sales, marketing, and channel teams, connecting partner solutions to priority industries, named accounts, and customer needs. ● Build repeatable sales plays, partner enablement, and demand-generation programs that convert customer introductions, workshops, and campaigns into qualified pipeline and revenue. ● Drive marketplace onboarding, offer development, and sales growth, while helping ISVs expand internationally through local field teams, channels, and ecosystem resources.
4. Commercial Ownership and Partner Performance ● Manage end-to-end commercial opportunities from qualification and negotiation through contracting, deployment, renewal, and expansion, with accountability for revenue, consumption, and commitment attainment. ● Maintain accurate account plans, pipelines, forecasts, and consumption tracking. Lead MBRs/QBRs to assess results, address gaps, and agree corrective actions. ● Resolve partner and customer escalations, coordinate internal stakeholders, and manage commercial, compliance, and credit risks. Prioritize resources by strategic value and capture successful partnership models in scalable playbooks.

Qualifications ● 8+ years of relevant experience in cloud, AI, enterprise software, SaaS, platform partnerships, strategic alliances, business development, or technology sales. Equivalent experience will be considered. ● Proven record of building and growing strategic ISV, SaaS, AI, or technology-platform partnerships that produced measurable cloud consumption, revenue, pipeline, solution adoption, or customer outcomes. ● Strong understanding of cloud and AI business models, including infrastructure consumption, SaaS economics, marketplace transactions, model APIs, inference and training workloads, licensing, revenue share, and commitment-based commercial structures. ● Demonstrated ability to engage founders, C-level executives, product leaders, and technical decision-makers, influence partner strategy, and maintain executive relationships through complex negotiations and escalations. ● Strong B2B sales fundamentals, including discovery, account planning, stakeholder mapping, opportunity qualification, value proposition development, ROI modeling, forecasting, negotiation, and contract closure. ● Ability to independently manage the end-to-end partnership and sales cycle—from partner sourcing and qualification through technical validation, commercial structuring, contracting, GTM execution, and revenue realization. ● Experience developing joint business plans, co-sell programs, marketplace offers, partner enablement, and scalable GTM playbooks across multiple countries or regions. ● Strong analytical discipline and comfort working with partner operating metrics such as revenue, cloud consumption, token or workload volumes, pipeline, conversion, customer acquisition, and forecast accuracy. ● Excellent interpersonal, presentation, public-speaking, negotiation, and written-communication skills in English. Additional language capabilities relevant to Alibaba Cloud’s international markets are an advantage. ● Ability to operate effectively in a highly cross-functional, multicultural, and fast-moving environment, coordinating regional sales, product, engineering, solution architecture, marketing, finance, legal, compliance, procurement, and operations teams. ● High ownership, sound judgment, commercial creativity, and the resilience to handle ambiguity, difficult stakeholders, long sales cycles, and high-stakes partnership decisions. Preferred Qualifications ● Existing relationships within the global AI, SaaS, enterprise software, venture capital, accelerator, cloud marketplace, or developer ecosystem. ● Experience working for or partnering with Alibaba Cloud, AWS, Microsoft Azure, Google Cloud, or a leading AI or SaaS platform. ● Experience recruiting ISVs from competitor ecosystems and creating a differentiated reason for them to adopt, build on, list with, and co-sell through a new cloud platform. ● Familiarity with Qwen or other foundation-model ecosystems, generative AI applications, model deployment, inference optimization, and AI-related intellectual-property or licensing considerations. ● Experience supporting ISVs entering new international markets and navigating data residency, cross-border data, security, procurement, tax, and contractual requirements. ● Track record of converting strategic partnerships into repeatable sales plays and sustainable business growth rather than relying on relationship management alone. Success Measures Success will be evaluated through strategic-account retention and renewal rates; committed-consumption attainment; cloud and AI consumption growth; the quality and strategic relevance of recruited ISVs; direct, marketplace, and partner-influenced revenue; qualified co-sell pipeline and win rate; joint solution launches; expansion into priority markets; executive partner engagement; forecast accuracy; customer success; and the creation of repeatable partnership models that can scale across Alibaba Cloud International.