Alibaba.com-Ecosystem Partnerships Manager-Sunnyvale

About the role Accio's growth in the US depends on building a partner ecosystem that reaches users through channels our competitors can't easily replicate — the ISVs already embedded in their workflows, the communities where they ask questions, the platforms they trust. Your job is to find those channels, build the relationships, and turn them into a reliable source of high-quality new users. This is a hunter-builder role. You'll spend time mapping where our users live, identifying which partners sit at the highest-leverage points of their workflows, and developing the commercial logic for why a partnership benefits both sides. You'll then go out and make it happen — negotiating terms, running joint campaigns, and staying close enough to each partner to know whether the relationship is actually delivering. You own the number. What you'll do Identify high-leverage partnership opportunities. Proactively map the US ecosystem — ISVs, workflow tools, platforms, communities, data providers — to find where Accio can plug into existing user flows. Don't wait for inbound; build the pipeline yourself. Develop the commercial logic for each partnership. For every opportunity you pursue, be able to articulate why this partner wants to work with us, what we're offering them, and how the arrangement will realistically drive user acquisition. Evaluate partnerships on distribution math, not just brand appeal. Build relationships and close agreements. Get in front of the right people at target partners, earn their trust, and negotiate to a signed agreement. Design the terms — referral structures, co-marketing commitments, integration scope — that make the partnership worth executing on both sides. Launch and run joint go-to-market programs. Activate referral programs, co-branded campaigns, integration launches, and event activations. Own the execution end-to-end — don't just sign and hand off. Manage ongoing partner relationships. Keep partners engaged and producing. Track referral activity, troubleshoot underperformance, and identify expansion opportunities within the existing base. Build presence in local communities. Show up where our target users congregate — professional networks, online forums, trade events. Build organic awareness that generates inbound interest from both users and potential partners. Feed learnings back into the broader BD strategy. What works, what doesn't, what partners are asking for, what competitors are doing — surface this systematically so the team's approach sharpens over time. Position Requirement Required 5+ years in BD, partnership management, or ecosystem development at a B2B SaaS or technology company Track record of self-sourcing partnership opportunities — not just executing a list handed to you, but identifying and developing deals from scratch Demonstrated ability to close partnerships that drove measurable, attributable user acquisition or revenue — with numbers to back it up Strong commercial instincts — able to evaluate a partnership on its distribution mechanics and user acquisition potential, not just brand fit or product synergy Existing relationships in the US SaaS, e-commerce, or AI tool ecosystem that you can activate immediately Bonus An established presence in communities, networks, or circles where our target users — e-commerce sellers, independent operators, SMB owners — already gather. Not just access, but genuine credibility: people in these communities know you, trust your recommendations, and will engage when you show up Deep familiarity with the Shopify ISV ecosystem, SMB e-commerce communities, or AI tooling space — you know who the key players are and how they operate Experience designing and running live partner programs — referral tracking, co-marketing execution, partner performance monitoring Background in community-led or product-led growth — you understand how organic distribution works and how to catalyze it through partnerships Experience at a China-headquartered company expanding in the US (TikTok Shop, Shein, Temu, Alibaba, or similar) Key outputs you'll own Partner-sourced new users — the primary metric this role is accountable for owns new user count Self-sourced partnership pipeline — opportunities identified, developed, and closed independently Active co-marketing programs in flight across signed partners Partner relationship health — engagement levels, referral activity, and expansion opportunities tracked and actioned Field intelligence on partner ecosystem dynamics, competitive moves, and emerging opportunities 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. #J-18808-Ljbffr Alibaba