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.
- Hunt for scalable cloud infrastructure, AI and Model-as-a-Service (MaaS) business
- Build a pipeline for AI token customers
Job Requirements
- Over 3 year of experience in cloud computing industry, with demonstrated expertise in B2B or B2G sales and pre-sales functions
- 1 year experience selling / proposing token spend and consumption
- Possess either large-scale customer stack migration experience or a proven track record 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 and identify their pain points.
- Match mature products and standardized solutions to customers key requirements.
- Initiate independent outreach and on-site visits to new customers; rapidly map their business architecture and core pain points, and successfully align targeted solutions and entry strategies to address identified needs.
- Build partnerships with small customers from scratch and secure first-time contract signings.
- Analyze customer consumption data to produce basic CSPA, articulate the value of upsell to customers, and set clear, quantifiable targets.
- Drive expansion from single-product upsell to adoption of one or two additional related products.
- Independently lead business and technical discussions with the customer's CTO, maintain day-to-day relationship engagement, and influence product selection decisions at this executive level.
- Independently update customer information and analyze pain points; maintain relationships with key customer stakeholders and build trust.
- Independently negotiate, close, and manage end-to-end execution of small- to medium-sized deals; design basic deal structures (e.g., discount requests) to achieve target outcomes.
- Independently plan and execute technical exchange sessions and other engagement activities to effectively drive opportunity conversion.
