Business Development Manager - Public Cloud (Dubai)

Customer Relationship Building and Business Opportunity Development

• Conduct thorough analysis of key industries in the assigned market to identify and map potential customers and their decision-making processes, uncovering their genuine needs.
• Engage customers by communicating in their business terms to build trust, identify product and technical requirements, and transform these into qualified sales leads.
• Drive initiatives for upselling and cross-selling to existing clients, improving their overall experience with Alibaba Cloud services and accelerating cloud consumption.
• Maintain consistent communication with current and prospective customers to stay updated on their business plans, budget cycles, vendor ecosystems, organizational changes, and technology landscape.
• Navigate decision-making hierarchies within customers' organizations, build strong relationships especially with C-level and direct reports, to gain strategic support and long-term partnerships.

Product and Technical Value Communication

• Utilize detailed knowledge of customers' industries to demonstrate the technical benefits of Alibaba Cloud products, including the Apsara Cloud OS, core cloud products, and AI solutions, positioning Alibaba Cloud as a strategic partner.
• Present standardized or tailored Alibaba Cloud solutions to customers, highlighting competitive advantages and concrete business value with or without support from Solutions Architects.

Drive Decision-Making and Opportunity Conversion

• Encourage prompt customer decisions and sustained adoption of Alibaba Cloud solutions through resource integration and strategic engagements.
• Employ varied sales techniques such as persuasive communication, negotiation, and customized pricing to close deals meeting performance goals and fostering win-win results.
• Identify customer experience challenges during product use and escalate internally to improve product offerings, service standards, and operational workflows.

Business Support

• Provide comprehensive support throughout the customer lifecycle by coordinating resources to ensure successful project execution and proactively address product issues.
• Facilitate continuous adoption and optimization of Alibaba Cloud services to support clients' technical goals.

Job Requirements

• Minimum 5 years of experience in the cloud computing industry, with proven success in public cloud sales and B2B/B2G sales or pre-sales roles.
• Experience with large-scale customer cloud migration projects.
• Track record in expanding revenue within Key Accounts.
• Preferred industry-specific domain knowledge and experience working alongside competitors.
• Strong understanding of how cloud products provide value in common industry use cases and ability to analyze customers' business operations and digital transformation needs to identify pain points.
• Ability to diagnose technical issues within customers' business contexts and propose competitive solutions.
• Experience establishing partnerships with mid-to-large enterprises from the ground up, quickly identifying key influencers and building trust.
• Capability to demonstrate value early in customer engagements and anticipate future product adoption scenarios for scalable growth planning.
• Develop comprehensive, quantified upsell roadmaps and convert them into customer-approved strategic plans with clear execution paths and measurable targets.
• Lead customer upgrade projects, expanding consumption from fundamental infrastructure services to advanced offerings like PaaS, data, and AI solutions.
• Independently initiate high-level engagements with key stakeholders to influence and expedite decision-making.
• Understand customer needs and Alibaba Cloud's partner policies; evaluate and select partners based on strengths and weaknesses.
• Build multilayered relationship networks within customer organizations to influence key decision-makers and acquire project-critical intelligence.
• Lead mid-sized projects from strategy through execution including negotiations and contract closures to meet objectives.
• Organize and lead executive-level engagements such as C-suite visits to deepen strategic customer relationships.