Build and Strengthen Commercial Relationships with Cloud Providers
- Build and maintain partnerships with international cloud providers such as AWS, Microsoft Azure and Google Cloud, focusing on their channel, partner, sales and relevant business teams.
- Understand each provider’s business objectives, organisational structure and decision-making processes, and drive key partnership initiatives through to execution.
- Secure partner status, distribution or resale opportunities, co-selling opportunities and other commercial resources aligned with the company’s business needs.
Requirements
- At least five years of experience in business partnerships within cloud computing, enterprise software or the technology sector, including substantial experience working within international cloud provider ecosystems or managing partner relationships.
- In-depth commercial partnership experience with at least one of AWS, Microsoft Azure or Google Cloud, along with an understanding of how other major cloud providers structure and manage partnerships.
- An established, verifiable network of commercial relationships with cloud providers, with access to decision-makers and operational teams and the ability to translate those relationships into tangible business outcomes.
- Hands-on involvement in partner programme applications, negotiations, ongoing management and the realisation of programme benefits. Ability to clearly explain eligibility criteria, revenue and incentive structures, contractual obligations and exit costs.
- Ability to independently conduct financial assessments, negotiate contracts and drive complex projects forward, with a strong understanding of gross margins, cash flow and risk exposure.
- Familiarity with distribution, resale and business models for delivering cloud-based products or services to customers, including the scope of authorisation and allocation of responsibilities under each model.
- Proficiency in both Mandarin Chinese and English as working languages, with the ability to collaborate directly with global and regional teams.