AliCloud Intelligence-Senior Business Development Manager (Financial Sector - Global Key Account)-Ho

Job Description

1. Customer Relationship Building and Opportunity Development

• Proactively analyze key industries within the assigned country/market, identify key/potential customers, and effectively map out the decision-making chain to understand their true needs.

• Communicate with customers in their language, build trust, uncover product and technical requirements, and generate qualified sales opportunities.

• Develop existing customer accounts further by enhancing their experience through improved service, business collaboration, and other means to increase resource utilization.

• Maintain regular contact with existing and potential customers to stay updated on their business plans and budgets, supplier landscape, organizational structure, technical environment, and other crucial information.

• Identify the customer's decision-making chain, cultivate relationships with key decision-makers, establish long-term business and technical relationships with C-level executives (CXO) or their direct reports (CXO-D), and secure their crucial support throughout the collaboration process.

2. Product and Technology Value Communication

• Based on an understanding of the customer's industry and business background, effectively communicate the technical value of Alibaba Cloud products such as Apsara Stack, the "Seven Core Products," and AI/Intelligent Computing solutions. Highlight Alibaba Cloud's differentiated competitive advantages over competitors, positioning Alibaba Cloud as the customer's ideal partner.

• Independently present Alibaba Cloud's standard product solutions to customers. With the support of Solution Architects (SAs), independently present customized solutions tailored to specific customer business scenarios, clearly articulating the competitive strength and potential business value these solutions offer.

3. Driving Decision-Making and Opportunity Conversion

• Through effective resource integration and management, facilitate swift customer decision-making, encourage the adoption and continued use of Alibaba Cloud products and technical solutions, and consistently deliver value to customers.

• Employ a range of sales strategies, including persuasive communication and competitive pricing, to convert opportunities into closed deals, achieving mutually beneficial outcomes for both Alibaba Cloud and the customer.

• Identify and escalate customer experience issues encountered during product usage to internal teams, driving improvements in internal product solutions and process frameworks.

4. Business Support

• Provide comprehensive business support throughout the customer lifecycle, integrating resources to ensure project success and promptly identifying and resolving product usage issues.

• Facilitate the rapid iteration of Alibaba Cloud products within the customer environment, supporting the achievement of their technical objectives.

Position Requirement

• Over 8 years of experience in the cloud computing industry, with experience in public cloud sales, and To B/G sales and pre-sales related work.

• Familiar with top-tier clients in the region, with experience collaborating with or working for them.

• Independently calls high-level clients (CEOs/CTOs/business leaders), engaging in effective business and technical communication to influence and accelerate decision-making.

• Guides and assists team members in project negotiations, leads partner discussions, and influences negotiation outcomes through the decision-making chain.

• Based on insights into specific market segments, guides customer needs, conducts comprehensive reviews and diagnoses of customer strategies, businesses, and technologies, and provides forward-looking solutions.

• Understands mainstream architecture design methods and can answer partners' and customers' general questions about technical architecture.

• Identifies deep-seated issues in customer service and influences customer business decisions.

• Leads in creating a communicative atmosphere, grasps others' key communication points, listens effectively, and expresses viewpoints clearly.

• Possesses strong service awareness, anticipates customer needs, and has deeper expertise than the customer in some specialized areas.