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Alibaba Cloud Intelligence-Public Cloud BD Team Lead-Dubai

Alibaba Cloud
Dubai, UAE
Full-time
Mid-Senior
Onsite
Discovered 1 weeks ago
Public cloud salesCloud computingB2B/B2G sales or presalesKey account growthCustomer relationship managementCommercial negotiation

Full Job Posting

Customer development and relationships

  • Analyze industries and markets, identify prospective customers, map decision-making chains, and uncover customer needs.
  • Engage customers to understand business and technical requirements and create qualified sales opportunities.
  • Drive upsell and cross-sell, improve customer experience, and increase cloud resource consumption.
  • Maintain regular contact and track customer strategies, budgets, vendor landscapes, organizational structures, and technical environments.
  • Cultivate relationships with C-level and other key stakeholders to secure strategic support and long-term partnerships.

Product communication and sales

  • Explain the value and differentiation of Alibaba Cloud’s Apsara Cloud Operating System, core products, and AI and Intelligent Computing solutions.
  • Present standardized products and, with Solutions Architect support, communicate tailored solutions for customer scenarios.
  • Use strategic engagement and resource integration to accelerate customer decisions, adoption, and value delivery.
  • Develop pricing proposals, negotiate commercially, and convert opportunities into closed deals.

Customer delivery and team leadership

  • Identify customer experience and product-usage issues and coordinate internal teams to resolve them and improve products, services, and processes.
  • Coordinate resources throughout the customer lifecycle, support implementation, and promote adoption and optimization.
  • Lead the cloud team, set objectives and strategies, guide members in negotiations, and align partners to customer and market needs.

Qualifications

  • More than 8 years of cloud computing industry experience, including public cloud sales and B2B/B2G sales or presales.
  • Extensive experience leading large-scale customer stack migrations and scaling key-account revenue.
  • At least 3 years of team leadership experience, or demonstrated success managing complex cross-functional projects.
  • Deep understanding of product value in industry scenarios, customer needs, and strategic, operational, and technical landscapes.
  • Ability to develop repeatable customer acquisition and growth approaches and scale successful outcomes across markets.
  • Ability to build enterprise relationships, secure strategic commitments, lead negotiations, and develop partner ecosystems.
  • Industry-specific domain expertise and experience working with core competitors are preferred.

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