Business Development-Dubai
Alibaba CloudDubai, UAE2 weeks agoEntry
Entryfulltime
Skills
BusinessDevelopment
About This Role
Customer Relationship Building and Business Opportunity Development
- Proactively analyze key industries within the assigned country/market, identify key or potential customers, and independently map out the customer’s decision-making chain to uncover real needs.
- Engage customers using their business language to build trust, uncover product and technical requirements, and convert those requirements into qualified sales opportunities.
- Drive upsell and cross-sell initiatives with existing customers, enhance their experience across service and business collaboration, 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 customer’s decision-making chain; cultivate and sustain strong relationships at critical decision points — particularly with C-level or C-level direct (CXO-D) executives — to secure strategic support and long-term partnership in both business and technology domains.
Product and Technical Value Communication
- Leverage in-depth understanding of the customer’s industry and business context to help them recognize the technical value of Alibaba Cloud’s core offerings — including the Apsara Cloud Operating System, the “7 Core Products” and AI/Intelligent Computing solutions — while clearly articulating Alibaba Cloud’s differentiated competitive advantages over rival providers, reinforcing its positioning as the customer’s optimal strategic partner.
- Independently deliver presentations to customers on Alibaba Cloud’s standardized product solutions; or, with support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customer’s specific business scenarios — clearly communicating the competitive advantages of Alibaba Cloud’s offerings and the concrete business value they enable for the customer.
Drive Decision-Making and Opportunity Conversion
- Drive rapid customer decision-making and sustained adoption of Alibaba Cloud products and technical solutions through effective resource integration and strategic engagement — ensuring continuous value delivery to the customer.
- Employ a full range of sales strategies — including persuasive communication, commercial negotiation, and tailored pricing proposals — to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers.
- Proactively identify and escalate customer experience issues encountered during product usage, driving internal cross-functional collaboration to resolve them — thereby catalyzing improvements in Alibaba Cloud’s product solutions, service delivery, and operational processes.
Business Support
- Provide end-to-end business support throughout the customer lifecycle by coordinating cross-functional resources to ensure successful project implementation, and proactively identifying and resolving 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 objectives.
- Hunt for scalable cloud infrastructure, AI and Model-as-a-Service (MaaS) business
- Build a pipeline for AI token customers
Job Requirements
- Over 3 year of experience in cloud computing industry, with demonstrated expertise in B2B or B2G sales and pre-sales functions
- 1 year experience selling / proposing token spend and consumption
- Possess either large-scale customer stack migration experience or a proven track record in scaling revenue across Key Accounts (KA)
- Industry-specific domain expertise preferred
- Experience working with core competitors preferred
- Understand how various products deliver value in common industry/business scenarios; demonstrate the ability to comprehend customers’ business operations and identify their pain points.
- Match mature products and standardized solutions to customers’ key requirements.
- Initiate independent outreach and on-site visits to new customers; rapidly map their business architecture and core pain points, and successfully align targeted solutions and entry strategies to address identified needs.
- Build partnerships with small customers from scratch and secure first-time contract signings.
- Analyze customer consumption data to produce basic CSPA, articulate the value of upsell to customers, and set clear, quantifiable targets.
- Drive expansion from single-product upsell to adoption of one or two additional related products.
- Independently lead business and technical discussions with the customer’s CTO, maintain day-to-day relationship engagement, and influence product selection decisions at this executive level.
- Independently update customer information and analyze pain points; maintain relationships with key customer stakeholders and build trust.
- Independently negotiate, close, and manage end-to-end execution of small- to medium-sized deals; design basic deal structures (e.g., discount requests) to achieve target outcomes.
- Independently plan and execute technical exchange sessions and other engagement activities to effectively drive opportunity conversion.
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