Partner Ecosystem Team Lead -Munich (m/f/d)

Alibaba Cloud is committed to providing innovative cloud computing solutions that empower businesses to thrive in the digital age.

Our mission is to drive digital transformation and foster a culture of collaboration and inclusivity.

About the Role

The Partner Planning and Recruitment role focuses on identifying target partner segments within the region, recruiting high-quality, high-growth partners, and developing business plans for expansion.

Responsibilities

• Identify target partner segments within the region; recruit high-quality, high-growth partners and develop BP/expansion plans.
• Support development and cultivation of localized channels to ensure regional coverage and customer prospecting.
• Systematically empower partners according to their business focus—including policies, products and solutions, and personnel certification—to enhance and transform their sales and service capabilities and drive business growth.
• Identify and allocate opportunities; leverage partners for customer nurturing and business expansion with ongoing tracking and resource support.
• Manage partner processes and resolve conflicts.
• Participate in incentive policy design and feedback to safeguard partner rights.
• Monitor partner satisfaction; promptly respond to reasonable partner requests and make quick decisions.
• In accordance with ecosystem collaboration policies, effectively manage ecosystem quality control, compliance, and credit risk to prevent integrity violations and other red-line behaviors, thereby enhancing business security.

Qualifications

• Over 8 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry.
• Extensive experience in global partner management and recruitment.
• Proven track record in building partner enablement systems.
• Established ecosystem collaboration experience and resources across multiple countries within the region.
• Experience with key competitors preferred.
• Over 5 years of team management experience, with demonstrated ability to drive multiple complex projects simultaneously.
• Required Skills
• Demonstrates the ability to holistically understand and analyze market dynamics, competitive landscapes, and industry trends — translating insights into actionable, effective ecosystem development strategies.
• Conducts in-depth assessment of market shifts, emerging industry trajectories, and potential partners’ value propositions — enabling precise identification of the most strategically aligned and high-potential collaboration opportunities.
• In alignment with industry strategy, proactively plan partner ecosystem layout by mapping and engaging key players across upstream and downstream segments of the value chain, optimize partner mix and cultivate strategic alliances.
• Design and execute targeted partner expansion and collaboration strategies; identify and deploy differentiated, competitive approaches in priority sectors and market segments, empower partners through capability building and incentive alignment, igniting their growth momentum, and enabling breakthrough business performance.
• Spearhead the formulation of a global ecosystem strategy framework — identifying and strategically positioning key node partners across industries to reshape sector-wide ecosystem rules through high-impact collaborations.
• Catalyze commitment of strategic resources from globally influential partners and co-establish flagship partnership cases that set new benchmarks for ecosystem innovation and scale.
• Forge strategic‑level alliances with globally influential partners by articulating Alibaba Cloud’s ecosystem vision and forward‑looking technology trends — guiding them to embed Alibaba Cloud at the core of their global business strategy.
• Lead complex, cross‑ecosystem and cross‑industry resource integration negotiations to architect sustainable, system-level collaboration models — driving upgrades to industry standards or transformative shifts in market structure.
• Develop global sales strategies and targeted industry breakthrough pathways.
• Drive deep alignment between ecosystem partners and Alibaba Cloud’s global sales machinery.
• Build and scale high‑impact reference cases that establish thought leadership; leverage these benchmarks to shape industry narratives.
• Preferred Skills
• Experience with key competitors preferred.
• Pay range and compensation package

Compensation details will be discussed during the interview process.

Equal Opportunity Statement

Alibaba Cloud is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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