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 elevate 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.
Job Requirements
* Over 5 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre‐sales roles
* Prior experience in large‐scale customer stack migration
* Prior experience in scaling revenue across Key Accounts (KA)
* Industry‐specific domain expertise preferred
* Experience working with core competitors preferred
* Understand how various products deliver value in common industry/business scenarios; demonstrate the ability to comprehend customers' business operations & digital transformation needs, and identify their pain points.
* Diagnose technical challenges within customers' specific business contexts and propose competitive solutions.
* Establish partnerships with mid‐to‐large enterprises from scratch; accurately identify key internal influencers and rapidly build trust.
* Demonstrate tangible value quickly during initial customer entry; anticipate potential future product adoption scenarios and pre‐embed expansion steps and strategies for scalable growth.
* Develop a detailed, quantified upsell roadmap and translate it into a comprehensive, customer‐endorsed CSPA, clearly define strategy, execution path, and numerical targets.
* Lead customer upgrade initiatives — for example, expanding consumption from IaaS infrastructure resources to higher‐value services such as PaaS, data, and AI 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.
* Understand customer requirements and be familiar with Alibaba Cloud partner policies and the partner directory.
* Manage customer expectations, assess partner strengths and weaknesses, and conduct effective partner selection.
* Build multi‐level relationship networks within customer organizations; effectively influence key decision‐makers and secure 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 target outcomes.
* Plan and lead high‐level executive engagement activities (e.g., C‐suite visits) to significantly deepen strategic customer relationships.
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