This role should be able to drive the adoption of model-as-a-service (maas) and intelligent computing solutions by bridging the gap between technical ai capabilities and tangible business roi. You will move beyond traditional it departments to secure line of business (lob) budgets through consultative, value-based selling.
key responsibilities
1. strategic relationship building & market penetration
lob engagement: map decision‑making chains to uncover needs outside of it; translate maas capabilities into the business language of finance, operations, and marketing to build executive trust.
c‑level partnership: cultivate relationships with cxo‑d levels, positioning alibaba cloud as a strategic partner rather than a utility provider.
opportunity discovery: proactively identify and qualify high‑value ai opportunities within key industries, focusing on business‑side pain points that maas can solve.
2. product & technical value synthesis
technical fluency: master the technical architecture of the apsara cloud operating system and maas (qwen/llm) offerings to independently lead high‑level solution discussions.
value articulation: clearly differentiate alibaba cloud’s ai advantages against competitors, showing how our “7 core products” solve specific industry‑scale business scenarios.
collaborative design: work with solutions architects (sa) to tailor complex ai models into accessible, deployable business use cases that demonstrate immediate roi.
3. decision driving & deal velocity
sales acceleration: shorten closing cycles by addressing business objections early and moving beyond the “technical poc” stalemate into full‑scale commercial adoption.
strategic negotiation: utilize tailored pricing and commercial strategies to convert maas pilots into long‑term, consumption‑heavy cloud contracts.
feedback loop: act as the voice of the customer, escalating technical gaps to internal teams to iterate and improve the maas offering based on market reality.
4. lifecycle & business support
consumption growth: drive the iterative adoption of ai products to ensure customers meet their technical milestones and accelerate their cloud resource consumption.
cross‑functional coordination: orchestrate end‑to‑end support to ensure project implementation is seamless and technical hurdles are cleared before they impact the business relationship.
job requirements
strategic sales and cloud experience
bachelor’s degree in computer science, engineering, business administration, or a related field. Over 5 years of experience in the cloud computing industry with a proven track record in public cloud sales and b2b/b2g roles. Prior experience in large‑scale customer stack migration and scaling revenue across key accounts (ka).
technical and maas fluency
ability to diagnose technical challenges within specific business contexts and propose competitive paas, data, and ai solutions. Understand how various products deliver value in common industry scenarios and comprehend digital transformation needs. Familiarity with core competitors and the ability to demonstrate tangible value quickly during initial customer entry.
executive presence and relationship building
experience independently initiating “call high” engagements with ctos or project owners to influence decision‑making. Ability to establish partnerships with large enterprises from scratch and build multi‑level relationship networks. Skilled in planning and leading high‑level executive engagement activities, such as c‑suite visits.
partner and ecosystem management
familiarity with cloud partner policies and directories. Ability to manage customer expectations, assess partner strengths or weaknesses, and conduct effective partner selection to ensure project implementation.
#j-18808-ljbffr