Job Description

Customer Relationship Building and Business Opportunity Development

• Proactively analyze key industries within the assigned country/market, identify key or potential customers, and independently map out the customer's decision-making chain to uncover real needs.

• Engage customers using their business language to build trust, uncover product and technical requirements, and convert those requirements into qualified sales opportunities.

• Drive upsell and cross-sell initiatives with existing customers, enhance their experience across service and business collaboration, accelerate cloud resource consumption.

• 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.

• Identify and navigate the customer's decision-making chain; cultivate and sustain strong relationships at critical decision points - particularly with C-level or C-level direct (CXO-D) executives - to secure strategic support and long-term partnership in both business and technology domains.

Product and Technical Value Communication

• Leverage in-depth understanding of the customer's industry and business context to help them recognize 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 Alibaba Cloud's differentiated competitive advantages over rival providers, reinforcing its positioning as the customer's optimal strategic partner.

• Independently deliver presentations to customers on Alibaba Cloud's standardized product solutions; or, with support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customer's specific business scenarios - clearly communicating the competitive advantages of Alibaba Cloud's offerings and the concrete business value they enable for the customer.

Drive Decision-Making and Opportunity Conversion

• Drive rapid customer decision-making and sustained adoption of Alibaba Cloud products and technical solutions through effective resource integration and strategic engagement - ensuring continuous value delivery to the customer.

• Employ a full range of sales strategies - including persuasive communication, commercial negotiation, and tailored pricing proposals - to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers.

• Proactively identify and escalate customer experience issues encountered during product usage, driving internal cross-functional collaboration to resolve them - thereby catalyzing improvements in Alibaba Cloud's product solutions, service delivery, and operational processes.

Business Support

• Provide end-to-end business support throughout the customer lifecycle by coordinating cross-functional resources to ensure successful project implementation, and proactively identifying and resolving product usage issues in a timely manner.

• Accelerate the iterative adoption and optimization of Alibaba Cloud products on the customer side to effectively support the achievement of their technical objectives.

Position Requirement

• Over 8 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles

• Extensive experience leading large-scale customer stack migration initiatives

• Extensive experience in scaling revenue across Key Accounts (KA)

• Industry-specific domain expertise preferred

• Experience working with core competitors preferred

• Over 3 years of team leadership experience, or demonstrated success in managing cross-functional, cross-departmental complex projects

• Demonstrate deep understanding of how various products deliver value in common industry/business scenarios; comprehend customers' business to uncover pain points, and leverage domain-specific insights to guide and shape customer requirements.

• Conduct comprehensive analysis and diagnosis of customers' strategic, operational, and technical landscapes, and deliver forward-looking industry solutions.

• Develop effective new customer acquisition methodologies based on market analysis and industry insights - including target customer profiling, outreach strategies, pain point analysis frameworks, and solution-matching approaches, empower teams to execute them, and replicate success at scale across specific regions or industries.

• Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives to achieve high-impact "breakthrough" wins.

• Secure customers' future budget commitments through strategic-level CSPA - such as joint innovation initiatives or long-term consumption agreements - to significantly increase wallet share.

• Systematize successful upsell cases from individual customer or industry into repeatable models, and replicate them across markets to drive scalable growth.

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

• Based on customer needs, construct a win-win-win value chain among Alibaba Cloud, customers, and partners through strategic value alignment.

• Plan and align partners according to industry, customer, and regional requirements.

• Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.

• Combine industry technology trends with customer business models to generate deep insights; deliver forward-looking recommendations that address core business challenges.

• Lead strategic-level project breakthroughs; guide and support team members in negotiations, steer partnership discussions, and influence negotiation outcomes through the decision chain.