岗位职责
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.
职位要求
• Over 5 years of experience in cloud computing/AI-related industries, with experience in B2B sales and pre-sales related work. • Extensive 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. • Experience with key competitors is preferred. • Deeply understand the value delivery of Alibaba Cloud MaaS products in common industry/business scenarios, comprehend the customer's business and digital transformation needs, and identify customer pain points. • Diagnose customers' technical issues in specific business scenarios and provide competitive solutions. • Possess the ability to establish cooperation with medium to large-sized customers from scratch (0 to 1), accurately identify key influencers within the customer’s organization, and quickly build trust. • Able to quickly demonstrate value in a successful entry with a customer, foresee potential usage scenarios for other MaaS products in the future, and pre-plan future expansion steps and strategies. • Have in-depth familiarity with Alibaba Cloud's MaaS product portfolio—including its distinctive features, capability boundaries, use cases, and technology evolution roadmap. • Deeply understand the technical similarities and differences between Alibaba Cloud's MaaS offerings and global competitors' solutions, and clearly articulate—on demand—the advantages of Alibaba Cloud's APIs, model differentiation, token-based pricing logic, and scenario-specific fit. • Capable of effective MaaS evangelism: proactively frame product narratives around topics that matter to customers (e.g., strategic planning, product/technology roadmaps, organizational planning, industry trends, and competitive dynamics) to clearly convey both technical and business value—and thereby shape customer perception and decision-making. • Independently call high to the customer's CTO/customer project leader to conduct effective business and technical discussions, influence and accelerate decision-making. • Understand customer requirements and be familiar with Alibaba Cloud partner policies and partner lists. • Manage customer expectations, assess partners' strengths and weaknesses, and conduct partner selection. • Build multi-level relationship networks within the customer organization, effectively influence key decision-makers in the buying process, and gain access to critical project intelligence. • Lead the end-to-end execution of mid-sized deals—including formulating competitive strategies, coordinating internal resources, conducting negotiations, and closing contracts—to achieve desired outcomes. • Plan and lead high-impact engagement activities such as executive-level customer visits to significantly deepen strategic relationships.
