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Alibaba Cloud Intelligence-Business Development Manager-Saudi Arabia

Alibaba Cloud
Riyadh Region, KSA
Full-time
Associate
Onsite
Discovered Yesterday
Business developmentEnterprise solution sellingCloud computingHybrid cloud solutionsGenAI solutionsAlibaba Cloud products
Free

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Business developmentEnterprise solution sellingCloud computing
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Customer Relationship and Opportunity Development

  • Analyze target industries, identify potential customers, map decision-making chains, and gather intelligence on customer needs, budgets, suppliers, organization, and technical environments.
  • Engage customers through targeted events, business communication, and on-site visits to build trust and generate qualified opportunities.
  • Establish and maintain long-term relationships with customer CXOs and CXO-directs.

Product and Technology Value Delivery

  • Develop expertise in hybrid cloud solutions spanning software, hardware, networking, and security.
  • Translate customer business needs into technical context and articulate the value of Alibaba Cloud products such as Apsara Stack and AI or intelligent computing.
  • Differentiate Alibaba Cloud against competitors and position it as the customer's preferred partner.

Demand Matching and Opportunity Conversion

  • Collaborate with solution architects, product and R&D teams, and ecosystem partners on sales and solution strategies.
  • Design engagement roadmaps, fit-for-purpose solutions, and responses to routine product or solution questions.
  • Use influence, negotiation, and commercial pricing strategies to convert opportunities and achieve revenue targets.
  • Drive internal resolution of customer-experience issues to improve products, solutions, and processes.

Commercial Operations and Business Support

  • Execute bidding processes and contract signing in compliance with Alibaba Cloud and customer business rules.
  • Track requirement changes and drive contract amendments and renewals.
  • Coordinate product, delivery, and ecosystem teams to resolve delivery issues and meet customer business objectives.
  • Support bid management, project management, risk management, and organizational resource coordination for complex hybrid cloud projects.

Experience and Background

  • 5+ years in cloud computing or AI-related industries, including 2+ years in sovereign cloud, public sector, finance, or internet To-B or To-G sales or pre-sales roles.
  • Proven complex solution-selling experience with enterprise, government, and large industry customers.
  • Experience with key-account breakthrough, large-scale project operations, bidding, and risk management.

Technical and Project Qualifications

  • Ability to articulate cloud computing and GenAI value, benchmark cases, competitive advantages, and differentiated capabilities.
  • Ability to diagnose business-scenario issues and deliver competitive solutions.
  • Ability to lead USD 10M+ complex project operations with accountability for outcomes.
  • Ability to lead mid-sized projects through strategy, resource coordination, negotiation, and contract closing.

Growth and Account Expansion

  • Ability to lead systematic new-customer acquisition and execute GTM strategies in an overseas industry or regional market.
  • Ability to codify acquisition cases into reusable tools and enable improved team conversion rates.
  • Ability to establish strategic partnerships through joint solutions and co-marketing.
  • Ability to plan customer cloud-consumption and architecture evolution and drive upsell pipelines.
  • Ability to build multi-level stakeholder relationships and influence decision-makers.

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