Job Description
1. Business Development & Customer Relationship Management
- Actively understand the key industries in the region/market, identify key/potential customers, proactively reach out to the key decision-makers, and identify the true needs of customers.
- Initiate conversations with customers in their language, build trust, uncover product and technology needs, and generate effective business opportunities.
- Maintain relationships with existing customers, provide active advice in services, business cooperation, etc.
- Regularly communicate with existing and potential customers, promptly grasp their business plans and budgets, supplier situations, organizational structures, technical environments, and other key information.
- Identify customer decision-makers, maintain good customer relationships with key decision points, and establish long-term business and technical relationships with customer CXOs or CXO-Ds to gain crucial support in cooperation.
2. Product and Technology Value Delivery
- Based on an understanding of the customer's industry and business background, help customers understand the technical value of the Alibaba Cloud operating system, the "Seven Suites," AI/Smart Computing, and other Alibaba Cloud products, as well as the differentiated competitive advantages compared to other enterprises, conveying Alibaba Cloud's positioning as the best partner for customers.
- Independently explain standard product solutions of Alibaba Cloud to customers; or, with SA support, independently explain solutions tailored to the customer's business scenarios, clearly conveying the competitive edge of Alibaba Cloud's product solutions and the business value they can create for customers.
3. Driving Decision-making and Business Opportunity Conversion
- Through effective resource integration and operations, drive customers to make quick decisions, adopt and continuously use Alibaba Cloud products and technology solutions, and continually create value for customers.
- Utilize a series of sales strategies such as communication influence, business quoting, etc., to convert business opportunities, achieve performance goals, and achieve win-win outcomes with customers.
Address issues that affect customer experience during product usage, internally drive solutions, and promote improvements in internal product solutions and process systems.
4. Business Support
Provide comprehensive business support throughout the customer's lifecycle, integrate resources from all parties to ensure project implementation, and promptly identify and resolve product usage issues.
Drive rapid iteration of Alibaba Cloud products at the customer's end to support the achievement of customer technical goals.
Position Requirement
• At least 5 years of experience in the cloud computing industry, with experience in public cloud sales, To B/G sales, and pre-sales related work.
• Independently engage with high-level clients such as CEOs, CTOs, and business leaders, facilitating effective business and technical discussions, influencing and expediting decision-making.
• Guide and assist team members in project negotiations, lead cooperative discussions, and influence negotiation outcomes through the decision-making chain.
• Based on insights into segmented fields, guide customer needs, comprehensively analyze and diagnose customer strategies, business, and technology, and provide forward-looking industry solutions.
• Understand mainstream architectural design methods in the industry, address partners' and customers' common questions about technical architecture.
• Identify underlying issues in customer service, with a certain influence on customer business decisions.
• Lead in creating a communicative atmosphere, grasp key points in others' communication, actively listen to others' viewpoints, and clearly express your own.
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