Alibaba Cloud Intelligence-Business Development Manager-FSI
Job Description
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.
Position Requirement
• 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.
