Enterprise Sales Manager Cloud, AI & MaaS

Job Description

Customer Relationship Development and Business Opportunity Development
- Proactively analyze key industries in assigned countries or markets to identify key and potential customers.
- Independently map out the customer decision-making chain and explore real customer needs.
- Build trust with customers using business language, uncover product and technical requirements, and convert these into high-quality sales opportunities.
- Promote upselling and cross-selling to existing customers, enhance service experience, and improve business collaboration to accelerate cloud resource consumption.
- Maintain frequent communication with existing and potential customers to stay informed about their business strategies, budget cycles, supplier landscape, organizational structure, and technical environment.
- Identify and navigate the customer decision-making chain, establishing stable relationships at key decision-making points, especially with C-level and senior executives, to secure long-term strategic support and cooperation in both business and technical fields.

Product and Technical Value Delivery
- Leverage an in-depth understanding of the customer's industry and business scenarios to help them recognize the core value of Alibaba Cloud products, including Apsara Cloud Operating System, seven core products, AI, and intelligent computing solutions.
- Clearly articulate the differentiated advantages of Alibaba Cloud over competitors, reinforcing its position as the customer's preferred strategic partner.
- Independently present standardized Alibaba Cloud product solutions, or, with the support of solution architects, deliver customized solutions tailored to specific customer business scenarios, clearly conveying competitive advantages and tangible business value.

Decision Promotion and Opportunity Conversion
- Drive customers to make timely decisions and continuously adopt Alibaba Cloud products and technical solutions through efficient resource integration and strategic alignment, ensuring ongoing value delivery.
- Employ comprehensive sales strategies, including persuasive communication, business negotiation, and customized pricing proposals, to convert opportunities into transactions, achieve performance targets, and realize mutually beneficial outcomes.
- Proactively identify and address customer experience issues with product usage, facilitate cross-departmental collaboration to resolve them, and promote continuous optimization of products, services, and operational processes.

Business Support
- Provide end-to-end business support throughout the entire customer lifecycle, coordinating cross-departmental resources to ensure smooth project implementation.
- Promptly identify and resolve product usage issues.
- Encourage customers to accelerate the iteration, adoption, and optimization of Alibaba Cloud products to support the achievement of their technical objectives.

Key Focus: MaaS & AI