Business Development-Dubai

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 in both business and technology domains.

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 Alibaba Cloud's differentiated competitive advantages over rival providers, reinforcing its positioning as the customer's optimal strategic partner.
• 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 - clearly communicating the competitive advantages of Alibaba Cloud's offerings and the concrete business value they enable for the customer.

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 - ensuring continuous value delivery to the customer.
• Employ a full range of sales strategies - including persuasive communication, commercial negotiation, and tailored pricing proposals - to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers.
• Proactively identify and elevate customer experience issues encountered during product usage, driving internal cross-functional collaboration to resolve them - thereby catalyzing improvements in Alibaba Cloud's product solutions, service delivery, and operational processes.

Business Support

• Provide end-to-end business support throughout the customer lifecycle by coordinating cross-functional resources to ensure successful project implementation, and proactively identifying and resolving product usage issues in a timely manner.
• Accelerate the iterative adoption and optimization of Alibaba Cloud products on the customer side to effectively support the achievement of their technical objectives.
• Hunt for scalable cloud infrastructure, AI and Model-as-a-Service (MaaS) business.
• Build a pipeline for AI token customers.

Job Requirements

• Over 3 year of experience in cloud computing industry, with demonstrated expertise in B2B or B2G sales and pre-sales functions.
• 1 year experience selling / proposing token spend and consumption.
• Possess either large-scale customer stack migration experience or a proven track record 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 and identify their pain points.
• Match mature products and standardized solutions to customers' key requirements.
• Initiate independent outreach and on-site visits to new customers; rapidly map their business architecture and core pain points, and successfully align targeted solutions and entry strategies to address identified needs.
• Build partnerships with small customers from scratch and secure first-time contract signings.
• Analyze customer consumption data to produce basic CSPA, articulate the value of upsell to customers, and set clear, quantifiable targets.
• Drive expansion from single-product upsell to adoption of one or two additional related products.
• Independently lead business and technical discussions with the customer's CTO, maintain day-to-day relationship engagement, and influence product selection decisions at this executive level.
• Independently update customer information and analyze pain points; maintain relationships with key customer stakeholders and build trust.
• Independently negotiate, close, and manage end-to-end execution of small- to medium-sized deals; design basic deal structures (e.g., discount requests) to achieve target outcomes.
• Independently plan and execute technical exchange sessions and other engagement activities to effectively drive opportunity conversion.