Business Development Manager

Be a key part of our Alibaba Cloud Americas team. We are seeking a highly qualified Business Development (Sales focused) Manager to join the company’s Cloud Americas team based in Washington DC-Baltimore Area. In this capacity, you will play a key role within Alibaba Cloud Business Development team to recruit customers and partners and sell Alibaba Cloud global solutions to enterprise and SMEs clients in the US, Canadian and LATAM markets. This role need to carry out various sales responsibilities to achieve GAAP revenue target the company sets for individual BD manager and being a team player to help the team hit overall revenue target. Working for a substantially fast growing global public cloud provider like Alibaba, one will have good potential to grow the career with the company through this exciting journey.

Key responsibilities include but limited to:

1. Customer Relationship Establishment & Business Opportunity Expansion

•Proactively gain insights into key industries in US and Canadian markets, identify key/potential customers, and be able to proactively find key decision-making chains and identify customers' actual needs.

•Use customer's 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' 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' CXOs or decision makers, to obtain critical support in cooperation.

2. Product & Technological Value Delivery

•Based on the understanding of the customer's industry and business background, help the customer to understand the technical value of Alibaba Cloud's 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 Solutions Architect, independently explain the solutions matching the customer's business scenarios to customers, and clearly communicate the competitiveness of Alibaba Cloud product solutions and the business value that can be created for customers.

3. 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.

•Reverse drive internal solutions to problems encountered in customer usage that impact the customer experience, drive improvements to internal product solutions and process system.

4. Business Support

•Provide customers with full lifecycle support, integrate all resources to ensure project landing, detect and resolve of product usage problems.

•Promote rapid iteration of Alibaba Cloud products on the customer-end, and support customers to achieve technical goals.

Requirements:

- Excellent interpersonal communication skills, presentation, public speaking and written communications

- 5+ years of field sales and/or account management experience in related verticals and market targeting enterprises’ IT and digital transformation technology sectors, with trackable sales records

- Strong national wide or regional business communities engagement experiences is a plus

- Experience with partnership, alliance programs and channel platforms build in IT and technology sectors is preferred

- Comfortable working in a global company with cultural diversity and fast pace growth

- Ability to direct collaborative efforts of resources within a large organization, including internal resources, external resources and other constituent groups as appropriate

- Ability to manage change, resolve conflicts and ensure collaboration within teams and/or units; includes maintaining the highest standards of ethical conduct and integrity

- Exceptional organizational skills with the ability to manage several projects simultaneously with a sense of urgency, and strong ownership

- Ability to work in a fast-paced environment, ability to adapt to changes and challenging biz environment

- Expect around 30% to 40% business travel, as needed

The base pay range for this position at commencement of employment is expected to be between $127,000/year and $208,000/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.