META-Business Development Manager-Saudi Arabia

Role Overview

Customer and Opportunity Development

• Analyze target industries, identify potential customers, map decision chains, and gather customer and market intelligence.
• Engage customers through targeted events, business communications, and on-site visits.
• Build long-term relationships with customer CXOs and direct reports to secure engagement support.

Product and Solution Value

• Develop expertise in hybrid cloud solutions spanning software, hardware, networking, and security.
• Translate customer business needs into technical context and articulate Alibaba Cloud product value.
• Position Apsara Stack, AI, and intelligent computing solutions against competitors.
• Collaborate with solution architects, product and R&D teams, and ecosystem partners on solution strategies.

Opportunity Conversion

• Design engagement roadmaps and fit-for-purpose solutions based on customer insight.
• Apply influence, negotiation, and commercial pricing strategies to convert opportunities and support revenue targets.
• Resolve customer-experience issues internally to improve products, solutions, and processes.

Commercial Operations

• Execute bidding and contract-signing processes in compliance with company and customer rules.
• Track requirement changes and drive contract amendments and renewals.
• Coordinate product, delivery, and ecosystem teams to resolve delivery issues.
• Support bid management, project management, risk management, and organizational resource coordination.

Experience and Background

• At least 5 years of experience in cloud computing or AI-related industries.
• At least 2 years in sovereign cloud, public sector, finance, internet B2B, or internet B2G sales or pre-sales roles.
• Proven experience selling complex solutions to enterprise, government, and large industry customers.
• Experience with key-account development, large-scale project operations, bidding, and risk management.

Project and Market Growth

• Ability to lead USD 10M+ complex customer project operations with accountability for outcomes.
• Ability to lead mid-sized projects through strategy, resource coordination, negotiation, and contract closing.
• Experience designing and executing new-customer acquisition and go-to-market strategies.
• Ability to establish strategic partnerships to scale customer acquisition.

Account Management and Influence

• Ability to plan cloud consumption and architecture evolution and drive upsell pipelines.
• Ability to build multi-level customer relationships and influence decision-makers.
• Ability to engage CTOs and project leads in executive-level business dialogue.
• Ability to lead negotiations and own commercial outcomes.