Alibaba Cloud-Business Development Director (Digital Native)-Kuala Lumpur

1. Customer Relationship Establishment & Business Opportunity Expansion •Proactively gain insights into key industries in the country/region/market, identify key/potential customers, and be able to proactively find key decision-making chains and identify customers' actual needs. •Use customer's language to start conversations, gain customer trust, mining product and technology needs, and form effective business opportunities. •Carry out Secondary Development for existing customers, provide customers with experience upgrades in services, operational cooperation and other aspects, and promote resource expansion. •Regularly contact existing and potential customers to keep abreast of key information such as customers' business plans and budgets, supplier status, organizational structure, and technical environment. •Identify customers decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or CXOs-D, to obtain critical support in cooperation. 2. Product & Technological Value Delivery •Based on the understanding of the customer's industry and business background, help the customer to understand the technical value of Alibaba Cloud's products such as Apsara Stack, seven major products, AI/Intelligent Computing Service, etc., as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning of Alibaba Cloud as the best partner. •Independently explain the standard Alibaba Cloud product solutions to customers; or with the support of SA, independently explain the solutions matching the customer's business scenarios to customers, and clearly communicate the competitiveness of Alibaba Cloud product solutions and the business value that can be created for customers. 3. Decision-Making Promotion & Business Opportunity Conversion •Promote the customer to make quick decisions to adopt and continuously use Alibaba Cloud products and technology solutions through effective resource integration and operation, create value for customers continuosly. •Through the use of a series of sales strategies, such as communication and influence, business offer, etc., to convert business opportunities, achieve results, and realize a win-win situation with customers. •Reverse drive internal solutions to problems encountered in customer usage that impact the customer experience, drive improvements to internal product solutions and process system. 4. Business Support •Provide customers with full lifecycle support, integrate all resources to ensure project landing, detect and resolve of product usage problems. •Promote rapid iteration of Alibaba Cloud products on the customer-end, and support customers to achieve technical goals.

- 8+ years in the cloud computing industry, with experience in selling Public Cloud services, as well as business and government sales, and related pre-sales activities. - Familiar with key customers in the home country, with experience collaborating with or working for major clients. - 3+ years of complex project management experience, successfully facilitating collaboration across different professions and departments. - Capable of independently meeting with CEOs of key clients and CTOs/persons in charge of major accounts, effectively communicating business and technical information to influence and accelerate decision-making. - Provide guidance and support to team members during project negotiations, fostering partnerships and influencing outcomes throughout the decision-making chain. - Utilize insights into specific domains to identify customer needs, comprehensively assess and diagnose customer strategies, business operations, and technology, and deliver forward-looking solutions. - Understand mainstream architectural design approaches within the industry and address common queries regarding technical architecture. - Identify and resolve deep-rooted issues in customer service, positively influencing customer business decisions. - Take the lead in fostering a constructive communication environment, effectively recognizing the communication points of others, listening to various viewpoints, and clearly articulating one's own perspective. - Strong service orientation, with an ability to identify potential customer needs, often possessing a deeper understanding of specific professional domains than the customers themselves.