Alibaba Cloud Intelligence-Public Cloud BD Team Lead-Dubai

ResponsibilitiesCustomer 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.Qualifications
• Over 8 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles
• Extensive experience leading large-scale customer stack migration initiatives
• Extensive experience in scaling revenue across Key Accounts (KA)
• Industry-specific domain expertise preferred
• Experience working with core competitors preferred
• Over 3 years of team leadership experience, or demonstrated success in managing cross-functional, cross-departmental complex projects
• Demonstrate deep understanding of how various products deliver value in common industry/business scenarios; comprehend customers’ business to uncover pain points, and leverage domain-specific insights to guide and shape customer requirements.
• Conduct comprehensive analysis and diagnosis of customers’ strategic, operational, and technical landscapes, and deliver forward-looking industry solutions.
• Develop effective new customer acquisition methodologies based on market analysis and industry insights — including target customer profiling, outreach strategies, pain point analysis frameworks, and solution-matching approaches, empower teams to execute them, and replicate success at scale across specific regions or industries.
• Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives to achieve high-impact “breakthrough” wins.
• Secure customers’ future budget commitments through strategic-level CSPA — such as joint innovation initiatives or long-term consumption agreements — to significantly increase wallet share.
• Systematize successful upsell cases from individual customer or industry into repeatable models, and replicate them across markets to drive scalable growth.
• Independently initiate "Call High" engagements with KA customer stakeholders (e.g., CEO, CTO or business unit leaders), conduct effective business and technical dialogues, influence and accelerate decision-making.
• Based on customer needs, construct a win-win-win value chain among Alibaba Cloud, customers, and partners through strategic value alignment.
• Plan and align partners according to industry, customer, and regional requirements.
• Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.
• Combine industry technology trends with customer business models to generate deep insights; deliver forward-looking recommendations that address core business challenges.
• Lead strategic-level project breakthroughs; guide and support team members in negotiations, steer partnership discussions, and influence negotiation outcomes through the decision chain.
• Be a team leader, set objectives and strategies for the cloud team, lead by example