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GenAI Business Development Manager-Dubai

Alibaba Cloud
Dubai, UAE
Full-time
Mid-Senior
Onsite
Discovered 2 weeks ago
GenAI and AI solutionsCloud computingPublic cloud salesB2B/B2G sales or pre-salesLarge-scale customer stack migrationKey account revenue growth

Full Job Posting

Customer relationships and opportunity development

  • Analyze key industries in the assigned market, identify customers, map decision-makers, and uncover customer needs.
  • Build relationships with customer decision-makers, including C-level stakeholders, and track customer strategies, budgets, vendors, organization, and technical environments.
  • Develop qualified sales opportunities and grow existing accounts through upsell, cross-sell, and increased cloud consumption.

Product and technical value communication

  • Communicate the value and differentiation of Alibaba Cloud products, including Apsara Cloud Operating System, core products, and AI and intelligent computing solutions.
  • Present standardized solutions and explain tailored solutions aligned with customer scenarios, with Solutions Architect support where needed.

Sales execution and customer support

  • Drive customer decisions and adoption through strategic engagement and resource integration.
  • Use persuasive communication, negotiations, and tailored pricing proposals to close deals and meet targets.
  • Coordinate cross-functional support for implementation, resolve product-use issues, and escalate customer feedback for service and product improvement.
  • Promote adoption and optimization, including upgrades from IaaS to PaaS, data, and AI services.

Experience and expertise

  • Over five years of cloud computing industry experience and a proven record in public cloud sales and B2B/B2G sales or pre-sales.
  • Prior experience with large-scale customer stack migration and revenue growth across key accounts.
  • Industry-specific expertise and experience with core competitors are preferred.

Customer and commercial capabilities

  • Understand customer operations, digital transformation needs, product value in business scenarios, and customer pain points.
  • Diagnose customer technical challenges and propose competitive solutions.
  • Build enterprise partnerships, identify influencers, and develop trust and multi-level customer relationships.
  • Create quantified upsell roadmaps and customer-endorsed CSPA plans.
  • Understand Alibaba Cloud partner policies and directory, assess partner strengths, and select partners effectively.
  • Lead mid-sized projects through strategy, resource coordination, negotiation, and contract closure.

Account leadership

  • Lead customer upgrades and executive engagement activities, influence decisions, and develop strategic customer relationships.

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