Business Development Manager-Dubai, Public Cloud
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Key skills for this role
About the Role
Alibaba Cloud is seeking a Business Development Manager for Public Cloud in Dubai to drive sales and build customer relationships. The role involves analyzing key industries, engaging C-level executives, and converting requirements into qualified sales opportunities for cloud solutions.
Key Skills for This Role
Responsibilities
- Proactively analyze key industries within the assigned country/market to identify key or potential customers
- Engage customers using their business language to build trust and uncover product and technical requirements
- Drive upsell and cross sell initiatives with existing customers to accelerate cloud resource consumption
- Maintain regular contact with existing and prospective customers to stay informed of their business strategies
- Identify and navigate the customer’s decision making chain and cultivate relationships with C level executives
- Leverage in depth understanding of customer’s industry to articulate Alibaba Cloud’s technical value
- Independently deliver presentations on Alibaba Cloud’s standardized product solutions
- Drive rapid customer decision making and sustained adoption of Alibaba Cloud products
- Employ sales strategies including persuasive communication, commercial negotiation, and tailored pricing proposals to close deals
- Proactively identify and escalate customer experience issues to drive cross functional collaboration
- Provide end to end business support throughout the customer lifecycle
- Accelerate iterative adoption and optimization of Alibaba Cloud products on the customer side
Requirements
- Over 5 years 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
- Ability to understand customers' business operations and digital transformation needs
- Ability to diagnose technical challenges and propose competitive solutions
- Ability to establish partnerships with mid to large enterprises from scratch
- Ability to lead customer upgrade initiatives and expand consumption to higher value services
- Ability to independently initiate 'Call High' engagements with customer stakeholders
- Familiarity with Alibaba Cloud partner policies and partner directory
- Ability to build multi level relationship networks within customer organizations
Full Job Posting
Customer 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.
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 Alibab
- 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.
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.
- Proactively identify and escalate customer experience issues encountered during product usage, driving internal cross functional collaboration to resolve them.
Business Support
- Provide end to end business support throughout the customer lifecycle by coordinating cross functional resources to ensure successful project implementation.
- Accelerate the iterative adoption and optimization of Alibaba Cloud products on the customer side to effectively support the achievement of their technical objectives.
Job Requirements
- 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.
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