Job Description



Customer Relationship Building & Business Opportunity Development



• Proactively analyze key industries within the assigned country/market to identify key and potential customers; map out decision-making chains and uncover customers' real needs.



• Systematically chart customer organizational hierarchies to pinpoint key stakeholders and establish multi-layered, cross-functional communication channels.



• Engage customers through the strategic design and orchestration of key events, structured business dialogues, and customer visits - building trust while uncovering and deeply understanding their core business needs to generate high-value, actionable sales opportunities.



• Maintain regular contact with both existing and prospective customers to stay informed of their business strategies, budget cycles, vendor landscape, organizational structure, and technical environment.



• Cultivate long-term strategic relationships with C-suite or CxO-D level executives to secure pivotal support throughout the collaboration lifecycle.



Communicating Product and Technology Value



• Demonstrates in-depth understanding of hybrid cloud solutions, including the integration of software, hardware, networking, and security components, with strong ability to interpret customers' business needs.



• Leverages industry and customer insights to help customers comprehend the technical value of Alibaba Cloud's core offerings - including the Apsara Cloud Operating System, the "7 Core Products" and AI/Intelligent Computing solutions - while clearly articulating their differentiated competitive advantages versus rival providers. Effectively communicates Alibaba Cloud's positioning as the customer's optimal strategic partner.



Requirement Alignment and Opportunity Conversion



• Collaborates with Solution Architects, Product/R&D teams, and ecosystem partners to formulate clear sales and solution strategies, design partnership pathways, and drive execution through effective communication.



• Leverages understanding of customer business needs and Alibaba Cloud's standardized, replicable solutions to design tailored proposals that meet customer requirements, while addressing routine inquiries regarding products and solutions.



• Drives opportunity conversion and achieves performance targets by applying a full suite of sales strategies - including communication, influence, and commercial quoting.



• Proactively identifies customer experience pain points encountered during product usage, escalates them internally, and drives continuous improvement of internal product solutions and operational processes.



Commercial Operations and Business Support



• Executes commercial workflows - including customer bidding processes and contract execution - in full compliance with Alibaba Cloud's and the customer's commercial policies and procedural frameworks.



• Proactively monitors evolving customer requirements and drives contract amendments.



• Collaborates with Product/R&D, delivery teams, and ecosystem partners to promptly identify and resolve project delivery issues, ensuring successful realization of customer business objectives.



• Supports the operational execution of complex hybrid cloud projects by participating in bid management, project management, and risk mitigation - effectively coordinating cross-functional resources.



- Understand of the regional landscape, dependencies and drivers to position Alibaba successfully




Position Requirement



• Over 5 years of experience in cloud computing industry, with expertise in B2B/B2G sales and pre-sales role



• Experience in selling complex enterprise-level or government/large-industry customer solutions,



• Experience in penetrating large accounts



• Over 2 years of experience in sovereign cloud, public sector



• Experience in managing large-scale projects, including bidding processes and risk management



• Master the value realization of major cloud stacks, with the ability to deeply interpret lighthouse customer cases, and clearly articulate each solution's core advantages and differentiated competitive capabilities.



• Understand customers' business objectives and digital transformation needs to uncover their pain points.



• Diagnose critical challenges within specific business scenarios and offer competitive, tailored solutions.



• Lead the end-to-end execution of large-scale, complex projects valued at the tens-of-millions USD level for individual customers; design and implement multi-threaded, long-cycle project strategies while assuming full accountability for overall outcomes.



• Strategically orchestrate and leverage local ecosystem partners (e.g., ISVs) to break through market barriers, shape favorable competitive dynamics, and address strategic concerns of senior-level customers.



• Lead systematic new customer acquisition within a specific overseas industry (e.g., financial services, telecom operators) or regional market, design and execute effective go-to-market (GTM) strategies to successfully win multiple industry benchmark customers.



• Proactively map out the next-phase cloud resource consumption and architectural evolution for core customers, transforming sporadic or reactive demands into predictable, phased expansion plans.



• Based on deep business insight into customer operations, bundle new products/services (e.g., AI, big data platforms) into targeted solutions that address specific business pain points - driving substantial upsell outcomes.



• Cultivate and sustain trusted relationships with both technical and business decision-makers at the customer organization, positioning the company as a strategic advisor - thereby creating the foundation for successful adoption of new solutions.



• Independently initiate "Call High" engagements with customer stakeholders (e.g., CTO or project owner), conduct effective business and technical dialogues, influence and accelerate decision-making.



• Negotiation Planning & Organization: Serve as the primary owner of project negotiations - participate in formulating negotiation strategies, lead the negotiation process, with accountability for results.



• Support Achievement of Cloud Service Revenue Targets.



• Clause Management: Ensure strict adherence to company-mandated baseline contractual terms.



• Build multi-level relationship networks within customer organizations, effectively influence key decision-makers across the decision chain, and proactively obtain critical project intelligence.



• Lead end-to-end execution of mid-sized projects - including formulating competitive strategies, coordinating cross-functional resources, conducting negotiations, and closing contracts - to achieve targeted business outcomes.



• Plan and lead high-impact customer engagement activities such as executive-level visits, significantly deepening strategic customer relationships.



- Proven track record of driving complex, multi-year IaaS enterprise deals, MaaS, GPUaaS deal