Customer Development and Opportunity Identification
- Responsible for developing international AI-native enterprises, startups, AI data service providers, and developer customer. Identify and quickly assess market opportunities in emerging growth sectors to generate effective business opportunities.
- Gain an in-depth understanding of the customer's industry, comprehend their business model and operational processes, deconstruct their production chain and corresponding pain points, and identify effective AI application scenarios to find potential cooperation opportunities.
- Promote standardized AI products, platforms, and Agent-based applications. By exploring customer usage scenarios in depth, drive a leap in token usage to provide value to customers.
- Engage in dialogue with key customer business leaders, maintain good relationships at critical decision-making points, coordinate connections between Alibaba Cloud's senior management and customers, and build long-term business and technical relationships at all levels of the client organization to gain trust and secure crucial support during collaboration.
AI Value Communication
- Help customers understand the technical value and applicable scenarios of Alibaba Cloud's MaaS products, as well as the differentiated advantages of Alibaba Cloud products compared to advanced models in the global market.
- Engage in in-depth communication and co-creation with customers in scenarios such as video generation, AI aggregation platforms, Coding, and Agent. Based on customer needs, preliminarily formulate the matching of models, applications, and solutions.
- Independently present Alibaba Cloud's business solutions to customers for their specific scenario-based business needs, clearly conveying Alibaba Cloud's competitive advantages and the business value it can create for customers.
Ecosystem Resource Integration
- Connect with ecosystem resources such as incubators, accelerators, and VC investors to accurately reach high-potential customers and accelerate scalable business growth.
Business Strategy Development and Opportunity Conversion
- Identify and influence the customer's decision-making chain, develop tailored business solutions, and apply sales strategies to facilitate customer decisions and convert opportunities, achieving business objectives and mutual success with customers.
- Act as the primary person responsible for customer operations and management. From opportunity acquisition, customer communication, and managing the bidding and tendering process, to overseeing customer delivery and issue resolution, ensure effective collaboration with internal product development, finance, legal, and other support departments. Integrate internal and external resources, identify and manage risk points, and ensure granular operation and successful project implementation.
Business Support and Product Optimization
- Provide full lifecycle business support to customers, promptly resolve customer issues, and improve customer satisfaction.
- Research market trends and competitor products, and based on user experience, continuously provide product optimization suggestions to drive improvements in internal products and solutions.
Job Requirements
- Over 3 years of experience in cloud computing/AI-related industries, with experience in B2B sales or pre-sales related work.
- Experience in sales or pre-sales in the MaaS (Model as a Service) field.
- Sales experience with clients such as AI-native enterprises, startups, AI data service providers, and developers is preferred.
- Entrepreneurial experience in AI-native enterprises is preferred, including operations, commercialization, product management, or sales experience.
- Experience with key competitors is preferred.
- Understand the value delivery of Alibaba Cloud MaaS products in common industry/business scenarios, be able to comprehend the customer's business, and identify customer pain points.
- Match mature products and standardized solutions to address key customer needs.
- Able to independently reach out to and visit new customers, quickly understand the customer's business structure and core pain points, and successfully match corresponding MaaS product solutions and entry strategies for identified pain points.
- Possess the ability to establish cooperation with small-scale customers from scratch (0 to 1) and complete the first contract signing.
- Understand the Alibaba Cloud MaaS product portfolio—including its distinctive features, capability boundaries, applicable use cases, and technology roadmap.
- Possess awareness of technical similarities and differences between Alibaba Cloud's MaaS offerings and global competitors solutions, and independently articulate Alibaba Cloud's differentiated advantages to customer teams.
- Independently organize small-scale technical engagement sessions (e.g., internal tech briefings) and respond to standard customer inquiries regarding MaaS product capabilities, architectural choices, and technology trends.
- Independently conduct business and technical discussions with the customer's CTO, maintain day-to-day relationships, and influence product selection at this level.
- Independently maintain dynamic customer information, conduct pain-point analysis, nurture relationships with key stakeholders, and build trust.
- Independently manage end-to-end negotiations, signing, and closure of small-to-medium deals, including designing basic deal structures (e.g., discount requests) to achieve target outcomes.
- Independently plan and execute technical sharing or similar activities to effectively advance opportunity conversion.
