Job Description
Channel&EcosystemSales 渠道/生态销售
Hangzhou, Shanghai, Beijing
Experienced
Full-time
Responsibilities
- Global Cloud Vendor Ecosystem Co-Building (Co-Sell): Responsible for Tripo's onboarding into top-tier global cloud vendor ecosystems (such as AWS Marketplace, Alibaba Cloud Bailian, GCP, Azure), joint partner training, and business opportunity matching; drive joint selling (Co-Sell) with cloud vendors' frontline sales teams, leveraging the compliance endorsement of cloud giants to collectively win global enterprise-level key accounts. 2. Traffic and Traditional Channel Matrix Building: Develop and sustainably operate a C-end 3D design vertical traffic MCN matrix, leading design communities, traditional ICT agency channels, and offline vertical traffic pools (such as large vocational colleges and design training institutions), driving the standardized, large-scale rollout of Tripo solutions through diversified distribution policies. 3. Integrated Hardware-Software Solution Definition: Collaborate deeply with leading hardware equipment vendors (such as 3D printing, CNC, laser engraving, and other desktop manufacturing leaders) and industry software vendors to jointly define an "integrated hardware-software AI solution package," and drive partners to embed Tripo's 3D API as a core differentiating selling point into their devices or community ecosystems. 4. Business Model Design and Revenue-Sharing Negotiation: Design a long-term competitive, multi-party win-win ecosystem benefit-sharing mechanism, lead high-difficulty, cross-boundary commercial revenue-sharing negotiations, and ensure the health, loyalty, and sustainable monetization capability of the channel system. 1、云厂商全球生态共建(Co-sel):负责Tripo在全球顶级云厂商生态(如AWS Marketplace、阿里云百炼、GCP、Azure)的入驻、联合伙伴培训及商机对;推动与云厂商前线销售团队的联合销售(Co-SelI)，借助云巨头的合规背书，合力攻坚全球企业级大客户； 2、流量与传统渠道矩阵构建:开拓并期运营C端3D设计垂直流量MCN矩阵、头部设计社区、传统ICT代理渠道，以及线下垂直流量池(如大型职业院校、设计教培机构)，通过多样化的分销政策驱动Tripo方案的批量标准化落地； 3、软硬件一体化方案定义:与行业头部硬件设备商(如3D打印、CNC、激光雕刻等桌面制造龙头)及行业软件商深度协同，共同定义"软硬件一体化AI解决方案包"，推动合作伙伴将Tripo的3DAPI作为核心差异化卖点嵌入其设备或社区生态中； 4、商业模式设计与分润谈判:设计具备长期竞争力的多方共赢生态利益共享机制，主导高难度、跨边界的商业分润谈判，确保渠道体系的健康度、忠诚度与持续变现能力。
Qualifications
- Proven Ecosystem/Channel Track Record: 5+ years of channel sales and ecosystem partner development experience in cloud computing, large-scale ICT, or well-known SaaS/PaaS companies. Candidates who have managed Co-Sell initiatives within the AWS Marketplace or Alibaba Cloud ecosystem with tangible results, or who possess an established traditional ICT distribution channel network, are strongly preferred. 2. Strong Commercial Architecture and Integration Capability: Possess keen business acumen and top-level solution integration thinking, able to seamlessly "stitch" complex AI capabilities with partners' software, hardware, or curriculum systems, and independently produce high-quality Joint Business Plans (JBP). 3. Top-Tier Negotiation and Game-Playing Skills: Adept at managing multi-party conflicts of interest, with strong negotiation flexibility and commercial closure capability when dealing with industry giants or complex channel interest chains. 4. Broad Cross-Domain Cognitive Scope: Possess a holistic understanding of the generative AI ecosystem, 3D graphics/printing workflows, or ICT channel distribution mechanisms, and able to engage in seamless dialogue with partners from diverse industry backgrounds. 1、卓越的生态/渠道战绩:5年以上云计算、大型ICT、或知名SaaS/PaaS企业的渠道销售与生态合作伙伴拓展经验。操盘过AWS Marketplace或阿里云生态联合销售(Co-Sell)并有实际产出者、或拥有成熟传统ICT分销渠道网络者极大优先； 2、极强的商业架构与整合力:具备敏锐的商业嗅觉和顶层的方案整合思维，能够将复杂的AI能力与伙伴的软件、硬件或课程体系进行完美"缝合"，并独立完成高质量的联合商业计划书(JBP)； 3、顶尖的博弈与谈判谈判技巧:擅长处理多方利益冲突，在面对行业巨头或复杂渠道利益链时，具备极强的谈判弹性和商业闭环能力； 4、跨界认知广度:对生成式AI生态、3D图形/打印工作流、或ICT渠道流转机制有全局理解，能与不同行业背景的伙伴无缝对话。
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