Job Description
We are seeking a highly motivated Business Development Manager to take the helm of our engagements with enterprise clients within Malaysia. The successful candidate will play a critical role in developing strategic partnerships, identifying new business opportunities, and delivering tailored cloud solutions that meet the evolving needs of our clients.
Customer Relationship Establishment & Business Opportunity Expansion
- Proactively gain insights into key industries in the country/region/market, identify key/potential customers, and be able to proactively find key decision-making chains and identify customers&apos actual needs.
- Use customer&aposs language to start conversations, gain customer trust, mining product and technology needs, and form effective business opportunities.
- Carry out Secondary Development for existing customers, provide customers with experience upgrades in services, operational cooperation and other aspects, and promote resource expansion.
- Regularly contact existing and potential customers to keep abreast of key information such as customers&apos business plans and budgets, supplier status, organizational structure, and technical environment.
- Identify customers decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers&apos CXOs or CXOs-D, to obtain critical support in cooperation.
Product & Technological Value Delivery
- Based on the understanding of the customer&aposs industry and business background, help the customer to understand the technical value of Alibaba Cloud&aposs products such as Apsara Stack, seven major products, AI/Intelligent Computing Service, etc.,as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning of Alibaba Cloud as the best partner.
- Independently explain the standard Alibaba Cloud product solutions to customers; or with the support of SA, independently explain the solutions matching the customer&aposs business scenarios to customers, and clearly communicate the competitiveness of Alibaba Cloud product solutions and the business value that can be created for customers.
Decision-Making Promotion & Business Opportunity Conversion
- Promote the customer to make quick decisions to adopt and continuously use Alibaba Cloud products and technology solutions through effective resource integration and operation, create value for customers continuously.
- Through the use of a series of sales strategies, such as communication and influence, business offer, etc., to convert business opportunities, achieve results, and realize a win-win situation with customers.
Job Requirements
- Minimally 10 years of cloud computing related industry, to B/G sales and pre-sales related working experience
- Experience in selling software products, PaaS tier products is preferred; experience in major customer expand is preferred
- Understand the technical core value and typical customer scenarios of Alibaba Cloud products, answer customer&aposs regular questions about the product. technical value.
- Independently complete business and technical communication with CTOs of shoulder customer, and influence product selection at this level.
- Refine the typical generic needs of customers under guidance, and smoothly establish normal working and business relationships with customers.
- Take the initiative to communicate and think differently to deepen the theme and depth of communication.
- Have a certain service awareness, stand in the customer&aposs point and be anxious about the customer&aposs needs.
- Understand key customer needs and match maturing products, standardized solutions.
