Partnership Strategy Lead
Alibaba.com, Sunnyvale, CA, United States
Accio's partner ecosystem in the US needs to be built deliberately — not as a collection of opportunistic deals, but as a structured system that reliably delivers high-quality users through channels our competitors can't easily replicate. This role owns the blueprint for that system.
You will map the partner landscape, define the tiers and priorities, design the commercial structures that make partnerships worth executing, and produce the standardized materials that let the front line move fast and speak consistently. Strategy without execution is theory; your work makes execution possible at scale.
What you'll do
Own the US partner landscape map. Systematically identify and categorize potential partners — ISVs, connectors, platforms, communities, data providers — by user overlap, distribution potential, and strategic fit. Keep it current as the ecosystem evolves. Define partner tiers and prioritization criteria. Establish clear standards for which partners warrant Tier 1 investment versus lighter-touch engagement. Build the scoring framework the BD team uses to allocate time and resources. Design the commercial structures. Develop the benefit bundles, referral commission structures, co-marketing incentives, and integration support tiers that make Accio an attractive and predictable partner. Ensure terms are defensible, scalable, and HQ-aligned. Build the co-marketing strategy and toolkit. Define what joint go-to-market motions look like for each partner tier — referral programs, co-branded content, event activations, integration launches. Produce standardized pitch decks, one-pagers, case study templates, and campaign assets that the front line can deploy immediately. Evaluate each partner category on dual value. Assess product capability enhancement separately from distribution and user acquisition potential. Keep both dimensions honest — don't let product enthusiasm override distribution math, or vice versa. Own connector integration prioritization for HQ. Synthesize partner signal and user evidence into a clear, prioritized recommendation for which connectors the product team should build next and why. Track strategy performance and iterate. Monitor whether partner tiers are producing expected outcomes. Feed learnings back into the framework — adjust priorities, bundle designs, and co-marketing formats based on what the BD team discovers in the field. Required
5+ years in partnership strategy, business development, or ecosystem strategy at a B2B SaaS or platform company Strong commercial judgment: able to model the distribution math behind a partnership and distinguish a strategic partner from a logo Proven ability to produce materials that field teams actually use — pitch decks, playbooks, one-pagers that land with partners Comfortable working across product, marketing, and BD to align on strategy and get buy-in from HQ Fluent in both English and Mandarin — must bridge US market context and China HQ decision-making effectively Bonus
Deep familiarity with the US e-commerce or AI SaaS ecosystem — you already know who the major ISVs, platforms, and community players are Experience designing partner programs at a marketplace or platform company (Shopify, HubSpot, Salesforce, Zapier, or similar) Background in product marketing or solutions marketing — you know how to translate product capability into partner-facing value propositions Prior experience at a China-headquartered company expanding in the US — you understand the HQ–local team dynamic and how to navigate it Key outputs you\'ll own
US partner landscape map — tiered, prioritized, and kept current Partner program design — benefit bundles, commission structures, co-marketing incentives, and tier criteria Co-marketing strategy and toolkit — pitch decks, playbooks, campaign templates, case study formats, ready for front-line deployment Connector integration priority recommendations for HQ product roadmap Strategy performance tracking framework — how we know if the partner program is working The pay range for this position at commencement of employment is expected to be between $126,000/year and $234,000/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.
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Own the US partner landscape map. Systematically identify and categorize potential partners — ISVs, connectors, platforms, communities, data providers — by user overlap, distribution potential, and strategic fit. Keep it current as the ecosystem evolves. Define partner tiers and prioritization criteria. Establish clear standards for which partners warrant Tier 1 investment versus lighter-touch engagement. Build the scoring framework the BD team uses to allocate time and resources. Design the commercial structures. Develop the benefit bundles, referral commission structures, co-marketing incentives, and integration support tiers that make Accio an attractive and predictable partner. Ensure terms are defensible, scalable, and HQ-aligned. Build the co-marketing strategy and toolkit. Define what joint go-to-market motions look like for each partner tier — referral programs, co-branded content, event activations, integration launches. Produce standardized pitch decks, one-pagers, case study templates, and campaign assets that the front line can deploy immediately. Evaluate each partner category on dual value. Assess product capability enhancement separately from distribution and user acquisition potential. Keep both dimensions honest — don't let product enthusiasm override distribution math, or vice versa. Own connector integration prioritization for HQ. Synthesize partner signal and user evidence into a clear, prioritized recommendation for which connectors the product team should build next and why. Track strategy performance and iterate. Monitor whether partner tiers are producing expected outcomes. Feed learnings back into the framework — adjust priorities, bundle designs, and co-marketing formats based on what the BD team discovers in the field. Required
5+ years in partnership strategy, business development, or ecosystem strategy at a B2B SaaS or platform company Strong commercial judgment: able to model the distribution math behind a partnership and distinguish a strategic partner from a logo Proven ability to produce materials that field teams actually use — pitch decks, playbooks, one-pagers that land with partners Comfortable working across product, marketing, and BD to align on strategy and get buy-in from HQ Fluent in both English and Mandarin — must bridge US market context and China HQ decision-making effectively Bonus
Deep familiarity with the US e-commerce or AI SaaS ecosystem — you already know who the major ISVs, platforms, and community players are Experience designing partner programs at a marketplace or platform company (Shopify, HubSpot, Salesforce, Zapier, or similar) Background in product marketing or solutions marketing — you know how to translate product capability into partner-facing value propositions Prior experience at a China-headquartered company expanding in the US — you understand the HQ–local team dynamic and how to navigate it Key outputs you\'ll own
US partner landscape map — tiered, prioritized, and kept current Partner program design — benefit bundles, commission structures, co-marketing incentives, and tier criteria Co-marketing strategy and toolkit — pitch decks, playbooks, campaign templates, case study formats, ready for front-line deployment Connector integration priority recommendations for HQ product roadmap Strategy performance tracking framework — how we know if the partner program is working The pay range for this position at commencement of employment is expected to be between $126,000/year and $234,000/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.
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