Job DescriptionCustomer Relationship Building and Business Opportunity Development Proactively analyze key industries within the assigned countrymarket to identify key or potential customers Independently map out the customers decisionmaking chain to uncover real needs Engage customers using their business language to build trust and uncover product and technical requirements converting these into qualified sales opportunities Drive upsell and crosssell initiatives with existing customers enhance their experience across service and business collaboration and 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 customers decisionmaking chain cultivate and sustain strong relationships at critical decision points especially with Clevel or Clevel direct CXOD executives to secure strategic support and longterm partnership in both business and technology domainsProduct and Technical Value Communication Leverage indepth understanding of the customers industry and business context to help them recognize the technical value of Alibaba Clouds core offerings including the Apsara Cloud Operating System the 7 Core Products and AIIntelligent Computing solutions Clearly articulate Alibaba Clouds differentiated competitive advantages over rival providers reinforcing its positioning as the customers optimal strategic partner Independently deliver presentations to customers on Alibaba Clouds standardized product solutions With support from Solutions Architects SA independently articulate tailored solutions aligned with the customers specific business scenarios clearly communicating the competitive advantages and concrete business value of Alibaba Clouds offeringsDrive DecisionMaking and Opportunity Conversion Drive rapid customer decisionmaking and sustained adoption of Alibaba Cloud products and technical solutions through effective resource integration and strategic engagement Employ a full range of sales strategies including persuasive communication commercial negotiation and tailored pricing proposals to convert opportunities into closed deals and achieve performance targets Proactively identify and escalate customer experience issues encountered during product usage driving internal crossfunctional collaboration to resolve them and catalyze improvements in Alibaba Clouds product solutions service delivery and operational processesBusiness Support Provide endtoend business support throughout the customer lifecycle by coordinating crossfunctional resources to ensure successful project implementation Proactively identify and resolve 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 objectivesFocus on MaaS amp AIJob Requirements Over 5 years of experience in the cloud computing industry with a proven track record in public cloud sales and B2BB2G sales or presales roles Prior experience in largescale customer stack migration Prior experience in scaling revenue across Key Accounts KA Industryspecific domain expertise preferred Experience working with core competitors preferred Understand how various products deliver value in common industrybusiness scenarios demonstrate the ability to comprehend customers business operations and digital transformation needs and identify their pain points Diagnose technical challenges within customers specific business contexts and propose competitive solutions Establish partnerships with midtolarge 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 preembed expansion steps and strategies for scalable growth Develop a detailed quantified upsell roadmap and translate it into a comprehensive customerendorsed CSPA clearly defining strategy execution path and numerical targets Lead customer upgrade initiatives such as expanding consumption from IaaS infrastructure resources to highervalue services like PaaS data and AI solutions Independently initiate Call High engagements with customer stakeholders eg CTO or project owner conduct effective business and technical dialogues and influence and accelerate decisionmaking 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 multilevel relationship networks within customer organizations effectively influence key decisionmakers and secure critical project intelligence Lead endtoend execution of midsized projects including formulating competitive strategies coordinating cros
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