Senior Cloud Sales MaaS & AI

Job Description

Customer Relationship Building and Business Opportunity Development

- Proactively analyze key industries within the assigned country/market to identify key or potential customers.
- Independently map out the customer’s decision-making chain to uncover real needs.
- Engage customers using their business language to build trust and uncover product and technical requirements, converting these into qualified sales opportunities.
- Drive upsell and cross-sell initiatives with existing customers, enhance their experience across service and business collaboration, and 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, especially 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.
- Clearly articulate 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.
- With support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customer’s specific business scenarios, clearly communicating the competitive advantages and concrete business value of Alibaba Cloud’s offerings.

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.
- Employ a full range of sales strategies, including persuasive communication, commercial negotiation, and tailored pricing proposals, to convert opportunities into closed deals and achieve performance targets.
- Proactively identify and escalate customer experience issues encountered during product usage, driving internal cross-functional collaboration to resolve them and catalyze 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.
- Proactively identify and resolve 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.

*Focus on MaaS & AI

Job Requirements

- Over 5 years of experience in the cloud computing industry, with a proven track record in public cloud sales and B2B/B2G sales or pre-sales roles.
- Prior experience in large-scale customer stack migration.
- Prior experience 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 digital transformation needs, and identify their pain points.
- Diagnose technical challenges within customers' specific business contexts and propose competitive solutions.
- Establish partnerships with mid-to-large enterprises from scratch; accurately identify key internal influencers and rapidly build trust.
- Demonstrate tangible value quickly during initial customer entry; anticipate potential future product adoption scenarios and pre-embed expansion steps and strategies for scalable growth.
- Develop a detailed, quantified upsell roadmap and translate it into a comprehensive, customer-endorsed CSPA, clearly defining strategy, execution path, and numerical targets.
- Lead customer upgrade initiatives, such as expanding consumption from IaaS infrastructure resources to higher-value services like PaaS, data, and AI solutions.
- Independently initiate "Call High" engagements with customer stakeholders (e.g., CTO or project owner), conduct effective business and technical dialogues, and influence and accelerate decision-making.
- Understand customer requirements and be familiar with Alibaba Cloud partner policies and the partner directory.
- Manage customer expectations, assess partner strengths and weaknesses, and conduct effective partner selection.
- Build multi-level relationship networks within customer organizations; effectively influence key decision-makers and secure critical project intelligence.
- Lead end-to-end execution of mid-sized projects, including formulating competitive strategies, coordinating cross-functional resources, conducting negotiations, and closing contracts to achieve target outcomes.
- Plan and lead high-level executive engagement activities (e.g., C-suite visits) to significantly deepen strategic customer relationships.