Solutions Architect

The ideal candidate will be responsible for working cross-functionally to understand architecture needs by multiple business units. To be effective in this position, you must feel comfortable owning the entire architecture development process from inception to completion.

Responsibilities

1. Market Insights & Competitive Analysis

•Output market insight analysis report of segmented fields based on demand information such as market development trend, market space, core scenarios and pain points in the segmented fields.

•Collect competitive information, and give differentiated competitive solutions through the analysis of strategies and scenarios of competing pairs in competitive projects

1. Business Opportunity Identification & Pre-sales Guidance

•Responsible for the pre-sales guidance of key decision makers of the customer, use the customer's language to start a dialog, gain trust, explore the real needs of the customer, and form effective business opportunities

•Deeply explore the customer's business technology status and development trend, and establish complete and accurate customer business technology documentation.

1. Solution Design & Promotion

•Produce targeted solutions according to customer needs, in the project, develop correct product selection strategy, POC test strike strategy, bidding & bid strategies, product configuration strategy, etc., achieve contract signing, and continuously ensure the increase of Alibaba Cloud's market share in this customer.

•Promote the incubation and replication of public cloud solutions in segmented fields.

•Timely identify and deal with risks of the technology and project during the solution landing process, collaborate with the product team and delivery team for normal fulfillment, and achieve revenue conversion.

1. Capability Accumulation & Empowerment

•Accumulate knowledge documentation such as universal cloud architecture templates, best practices, and cases for the segmented fields/scenarios.

•Provide the presentations, evangelism and empowerment training for sales teams and eco-partners.

1. Product Requirements & Defect Feedback

•Abstract and summarize product requirements and defects in segmented fields, promote product improvement, new product projects, and major functions launch, enhance product competitiveness.

1. Market Strategy Development & Technical Influence Establishment (level 8 and above only)

•Lead the solid-line team or get virtual team through to accomplish business objectives, and lead the output of complete sales guide or business strategy documentation (e.g. solutions, empowerment materials, implementation plans, etc.) based on external competition and the segmented domain trends.

•Complete high quality external technical communication or industrial conference presentations to influence customer technical decisions and build Alibaba Cloud technical influence.

Qualifications

• 5+ years of relevant work experience

• Pre-sales, development or O&M experience in an internet or software company

• Familiar with the functional architecture, applicable scenarios, market strategy and competitive strategy of multiple cloud products (seven major products, AI, etc.), etc., and be able to clearly describe the complete core technological advantages of Alibaba Cloud in their domain of expertise.

• Produce technology architecture solutions for segmented fields, write generic bidding&bid materials or reporting templates for segmented fields.

• Able to independently build technical mutual trust with customers at CTO-D and below levels, influence customers' cloud strategies, and guide customers to make technical choices in favor of Alibaba Cloud.

• Able to propose effective product improvement ideas in segmented fields, and drive product defect fixes, feature improvements, iterations and upgrades.