Alibaba Cloud Intelligence-Business Development Manager-Saudi Arabia

Responsibilities

1. Customer Relationship & Opportunity Development

• Proactively analyze key industries in the target market, identify potential customers, map decision-making chains, and gather intelligence on customer needs, business plans, budgets, supplier landscape, org structure, and technical environment.
• Engage customers through targeted events, business communication, and on-site visits to build trust, uncover needs, and generate qualified business opportunities.
• Establish and maintain long-term relationships with customer CXOs or CXO-Directs to secure critical support throughout the engagement.

2. Product & Technology Value Delivery

• Develop deep expertise in hybrid cloud solutions—spanning software, hardware, networking, and security—and translate customer business needs into technical context.
• Articulate the value of Alibaba Cloud products (Apsara Stack, AI/Intelligent Computing, etc.) and differentiate against competitors, positioning Alibaba Cloud as the customer's best partner.

3. Demand Matching & Opportunity Conversion

• Collaborate with SA, product/R&D, and eco-partners to formulate sales and solution strategies, design engagement roadmaps, and drive execution.
• Leverage customer insight and Alibaba Cloud's standardizable solutions to deliver fit-for-purpose designs and address routine product/solution questions.
• Apply influence, negotiation, and commercial pricing strategies to convert opportunities and achieve revenue targets.
• Reverse-drive internal resolution of customer-experience issues, fueling continuous improvement in products, solutions, and processes.

4. Commercial Operations & Business Support

• Execute bidding processes and contract signing in compliance with Alibaba Cloud and customer business rules.
• Dynamically track customer requirement changes and drive contract amendments and renewals.
• Coordinate with product, delivery, and eco-partner teams to identify and resolve delivery issues, ensuring customer business objectives are met.
• Support complex hybrid cloud project operations—participate in bid management, project management, risk management, and organizational resource coordination.

Qualifications

1. Experience & Background

• 5+ years in cloud computing / AI-related industries, with 2+ years in sovereign cloud, public sector, finance, or internet To-B / To-G sales or pre-sales roles.
• Proven track record in complex solution selling to enterprise, government, and large industry customers; key-account breakthrough experience; large-scale project operations, bidding, and risk management experience.

2. Product & Technical Expertise

• Master the value delivery of cloud computing services and GenAI solutions; capable of articulating Alibaba Cloud benchmark cases, core advantages, and differentiated competitive capabilities.
• Understand customer business and digital transformation needs; identify pain points.
• Diagnose key issues in specific business scenarios and deliver competitive solutions.

3. Large Project Operations

• Capable of leading USD 10M+ large complex project operations for individual customers, formulating and executing multi-threaded, long-cycle strategies, with full accountability for outcomes.
• Systematically distill project success patterns into standardized playbooks and templates replicable across overseas regions or industries, elevating team effectiveness.
• Lead mid-sized projects through the full lifecycle—competitive strategy, resource coordination, negotiation, and contract closing.

4. New Customer Acquisition & GTM

• Lead systematic new-customer acquisition in a specific overseas industry (e.g., finance, telecom) or regional market; design and execute effective GTM strategies to win multiple industry benchmark accounts.
• Codify successful acquisition cases into a reusable toolkit (target customer profiles, ice-breaking scripts, value quantification models) and enable the team to lift overall conversion rates.
• Strategically establish deep partnerships with 1-2 global or regional strategic partners to scale new-customer acquisition through joint solutions and co-marketing.

5. Account Management & Upsell

• Proactively plan next-phase cloud consumption and architecture evolution for key customers, converting ad-hoc demand into predictable upsell pipelines.
• Package new products/services (e.g., AI, big data platforms) into solutions addressing specific business pain points, driving significant upsell.
• Build and maintain trust with customer technical and business decision-makers, establishing Alibaba Cloud's strategic advisor value to pave the way for new solution adoption.

6. Relationship Building & Influence

• Build multi-level relationship networks within customer organizations, effectively influence key stakeholders in the decision chain, and gain project intelligence.
• Plan and lead deep engagement activities such as executive visits, significantly deepening customer relationships.
• Independently engage customer CTOs or project leads at the executive level for effective business dialogue, influencing and accelerating decision-making.

7. Negotiation & Commercial

• Negotiation leadership: serve as principal negotiator, participate in strategy formulation, lead the negotiation process, and own the outcome.
• Support cloud services revenue target achievement.
• Terms management: strictly enforce company-mandated baseline terms and conditions.