Alibaba Cloud Intelligence-Senior Business Development Manager-Business Development

Job Description

Alibaba Cloud Intelligence — Senior Business Development Manager, Business Development & Key Account Management

Responsibilities

• Proactively gain insights into key industries in the country/region/market, identify key/potential customers, and proactively map key decision-making chains and customers\' actual needs.
• Use the customer\'s language to start conversations, gain trust, identify product and technology needs, and form effective business opportunities.
• Carry out secondary development for existing customers, provide experience upgrades in services and operational cooperation, and promote resource expansion.
• Regularly contact existing and potential customers to stay informed about business plans, budgets, supplier status, organizational structure, and technical environment.
• Identify customers\' decision-making chains, maintain relationships with key decision points, and establish long-term operational and technical relationships with CXOs or CXO-level stakeholders to obtain critical support.

Product & Technological Value Delivery

• Help customers understand the technical value of Alibaba Cloud products (e.g., Apsara Stack, major product lines, AI/Intelligent Computing Service) and the differentiated advantages relative to competitors, conveying Alibaba Cloud as the best partner.
• Independently explain standard Alibaba Cloud product solutions to customers; with SA support, explain solutions aligned to customers\' business scenarios and clearly communicate competitiveness and business value.

Decision-Making Promotion & Business Opportunity Conversion

• Encourage customers to make quick decisions to adopt and continuously use Alibaba Cloud products and technology solutions through effective resource integration and action, creating ongoing value.
• Convert opportunities using sales tactics such as communication and influence and formal offers, aiming for results and a win-win with customers.
• Identify and address internal solution gaps affecting customer usage, driving improvements to product solutions and process systems.

Business Support

• Provide customers with full lifecycle support, integrate resources to ensure project landing, and detect and resolve product usage problems.
• Support rapid iteration of Alibaba Cloud products on the customer end and help customers achieve technical goals.

Job Requirements

• 8+ years in cloud computing-related industry with experience in selling Public Cloud to B/G segments and related pre-sales work.
• Extensive experience in selling software products; PaaS experience preferred; experience in major customer expansion preferred.
• Ability to independently visit head customer CTOs or project leaders to complete effective business and technical communication, influence and accelerate decision-making.
• Ability to control negotiation pace and independently complete project negotiations to achieve targeted results.
• Understanding of customers\' business and digital transformation needs; ability to diagnose technical problems in specific business scenarios and propose competitive solutions.
• Knowledge of evolving technology in related fields; ability to compare technical characteristics of similar products and answer questions about development trends and features.
• Skill in identifying and classifying customers and stakeholders; tailoring responses for different customer groups.
• Strong communication skills; ability to lead in creating a collaborative atmosphere and articulate points clearly.
• Excellent service mindset; follow up on customer issues to resolution and ensure customer satisfaction.

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