Business Development Manager; Hybrid Cloud

Position: Business Development Manager (Hybrid Cloud)

Business Development Manager (Hybrid Cloud)

Direct message the job poster from Alibaba Cloud

1. Customer Relationship Establishment & Business Opportunity Expansion

• Proactively gain insights into key industries in the country/region/market, identify key/potential customers, and be able to proactively find key decision‑making chains and identify customers' actual needs.
• Use customer's language to start conversations, gain customer trust, mining product and technology needs, and form effective business opportunities.
• Carry out Secondary Development for existing customers, provide customers with experience upgrades in services, operational cooperation and other aspects, and promote resource expansion.
• Regularly contact existing and potential customers to keep abreast of key information such as customers' business plans and budgets, supplier status, organizational structure, and technical environment.
• Identify customers decision‑making chains, maintain relationships with key decision‑making points, and establish long‑term operational and technical relationships with customers' CXOs or decision makers, to obtain critical support in cooperation.

2. Product & Technological Value Delivery

• Based on the understanding of the customer's industry and business background, help the customer to understand the technical value of Alibaba Cloud's products such as Apsara Stack, seven major products, AI/Intelligent Computing Service, etc., as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning of Alibaba Cloud as the best partner.
• Independently explain the standard Alibaba Cloud product solutions to customers; or with the support of Solutions Architect, independently explain the solutions matching the customer's business scenarios to customers, and clearly communicate the competitiveness of Alibaba Cloud product solutions and the business value that can be created for customers.

3. Decision‑Making Promotion & Business Opportunity Conversion

• Promote the customer to make quick decisions to adopt and continuously use Alibaba Cloud products and technology solutions through effective resource integration and operation, create value for customers continuously.
• Through the use of a series of sales strategies, such as communication and influence, business offer, etc., to convert business opportunities, achieve results, and realize a win‑win situation with customers.
• Reverse drive internal solutions to problems encountered in customer usage that impact the customer experience, drive improvements to internal product solutions and process system.

4. Commercial Operations and Business Support

• Based on Alibaba Cloud's and customer's business process rules, complete customer bidding & bid and business contract signing and other business work.
• Dynamically track customer's need changes and promote contract changes.
• Collaborate with resources such as SA, product team and eco‑partners to identify and resolve project delivery issues in a timely manner to support the achievement of customer business goals.
• Support hybrid cloud complex project operation, participate in bidding & bid process management, project management, risk management, and coordinate organizational resources.

Qualifications

• 5+ years of cloud computing related industry, supporting B/G sales and pre‑sales related working experience.
• Extensive experience in selling software products, experience in major customer expansion is preferred.
• 2+ years of industry experience required in specific industries.
• Experience in operating large‑scale projects, bidding & bid, risk management, etc.
• Gain insights into segmented market space, needs and pain points, opportunity points, etc.
• Independently visit head customer CTO/customer project leader to complete effective business and technical communication, influence and accelerate decision‑making.
• Control the pace of negotiations and independently complete project negotiations to obtain targeted results.
• Independently lead projects and integrate resources for project goals.
• Successfully operate the project and solve complex problems within the projects.
• Independently drive and reach deep cooperation with local eco‑partners to resolve major business disputes and issues.
• Eco‑partner cooperation strategy on the ground, empower and motivate partners to bring business returns.
• Skilled in corresponding industry staple solutions, able to deeply interpret Alibaba Cloud benchmark cases, master the core advantages of the solution and differentiated competitive ability.
• Understand customers' business and digital transformation needs, diagnose customers' technical problems in specific business scenarios, and provide competitive solutions.

Seniority level

• Mid‑Senior level

Employment type

• Full‑time

Job function

• Business Development and Sales

Industries

• Software Development, Information Services, and Technology, Information and Media

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