Key Account Business Development Manager

Job Description

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' 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 CXOs-D, to obtain critical support in cooperation.

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 SA, 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.

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 continuosly.

•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.

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

Qualification

• 5+ years of cloud computing related industry, experience in selling Public Cloud, to B/G sales and pre-sales related working experience

• Extensive experience in selling software products, Paas tier products is preferred; experience in major customer expand is preferred

• Independently visit head customer CTO/customer project leader to complete effective business and technical communication, influence and accelerate decision-making.

• Control the pace of negotiations and independently complete project negotiations to obtain targeted results.

• Understand customer's business and digital transformation needs, diagnose customer's technical problems in specific business scenarios and provide competitive solutions.

• Understand the technological evolution of related field, compare the similarities and differences in the technical characteristics of similar products, and answer regular questions about products on the technological development trends and technical characteristics.

• Accurately identify and classify customers and key stakeholders, and build different responses for different customer groups, e.g., poor customers, average customers, better customers, etc.

• Take the lead in creating a communication atmosphere, grasp the communication points of others, listen effectively to others' points of view, and express one's own point of view clearly.

• Possess a good service awareness, can follow up on customer's issues to the end, effectively help customers solve problems, and ensure customer satisfaction.