Alibaba Cloud Intelligence-Business Development Manager-ANZ Sydney

Position Requirement

• Over 5 year of experience in cloud computing industry, with 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 & 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 define strategy, execution path, and numerical targets.
• Lead customer upgrade initiatives — for example, expanding consumption from IaaS infrastructure resources to higher-value services such as 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, 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.