Alibaba Cloud-Business Development Director - Retail & Manufacturing-Kuala Lumpur, Malaysia

Alibaba Cloud - Business Development Director - Retail & Manufacturing - Kuala Lumpur, Malaysia

We are seeking a Senior Business Development Manager to take the helm of our engagements with enterprise clients from Retail and Manufacturing within Malaysia. This role offers the unique opportunity to drive growth and digital innovation among some of the most significant players in the industries. 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.

1. 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 Directors.

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 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.

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, creating value for customers continuously.
• Through the use of a series of sales strategies, such as communication and influence, business offer, etc., 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, driving improvements to internal product solutions and process systems.

Minimum Qualifications:

• Minimum 10 years of cloud computing related industry, to B sales and pre-sales related working experience.
• Team management experience; with the experience of managing the sales team and driving the team to achieve the business goals.
• Experience in selling software products, PaaS tier products is preferred; experience in major customer expansion is preferred.
• Understand the technical core value and typical customer scenarios of Alibaba Cloud products, answer customer's regular questions about the product.
• Independently complete business and technical communication with CTOs of shoulder customers, 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's point and be anxious about the customer's needs.
• Understand key customer needs and match maturing products, standardized solutions.

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