Job Description

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.

Position Requirement

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.