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.
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.