Alibaba Cloud Intelligence-Business Development Manager-EMEA Sports & Strategic Partnerships

Job description

Customer Relationship Building & Business Opportunity Development
•Proactively analyze sports and related industries within EMEA region to identify key and potential customers; map out decision-making chains and uncover customers’ real needs.
•Systematically chart customer organizational hierarchies to pinpoint key stakeholders and establish multi-layered, cross-functional communication channels.
•Engage customers through the strategic design and orchestration of key events, structured business dialogues, and customer visits — building trust while uncovering and deeply understanding their core business needs to generate high-value, actionable sales opportunities.
•Maintain regular contact with both existing and prospective customers to stay informed of their business strategies, budget cycles, vendor landscape, organizational structure, and technical environment.
•Cultivate long-term strategic relationships with C-suite or CxO-D level executives to secure pivotal support throughout the collaboration lifecycle.
Communicating Product and Technology Value
•Demonstrates in-depth understanding of hybrid cloud solutions, including the integration of software, hardware, networking, and security components, with strong ability to interpret customers’ business needs.
•Leverages industry and customer insights to help customers comprehend the technical value of Alibaba Cloud’s core offerings — including the Apsara Cloud Operating System, the “7 Core Products” and AI/Intelligent Computing solutions — while clearly articulating their differentiated competitive advantages versus rival providers. Effectively communicates Alibaba Cloud’s positioning as the customer’s optimal strategic partner.

Requirement Alignment and Opportunity Conversion
•Collaborates with Solution Architects, Product/R&D teams, and ecosystem partners to formulate clear sales and solution strategies, design partnership pathways, and drive execution through effective communication.
•Leverages understanding of customer business needs and Alibaba Cloud’s standardized, replicable solutions to design tailored proposals that meet customer requirements, while addressing routine inquiries regarding products and solutions.
• Drives opportunity conversion and achieves performance targets by applying a full suite of sales strategies — including communication, influence, and commercial quoting.
• Proactively identifies customer experience pain points encountered during product usage, escalates them internally, and drives continuous improvement of internal product solutions and operational processes.

Commercial Operations and Business Support
•Executes commercial workflows — including customer bidding processes and contract execution — in full compliance with Alibaba Cloud’s and the customer’s commercial policies and procedural frameworks.
•Proactively monitors evolving customer requirements and drives contract amendments.
•Collaborates with Product/R&D, delivery teams, and ecosystem partners to promptly identify and resolve project delivery issues, ensuring successful realization of customer business objectives.
•Supports the operational execution of complex hybrid cloud projects by participating in bid management, project management, and risk mitigation — effectively coordinating cross-functional resources.

Requirements

• Over 5 years of experience in cloud computing industry, with expertise in B2B/B2G sales and pre-sales role
• Experience in selling complex enterprise-level industry customer solutions,
• Experience in penetrating large accounts
• Over 2 years of experience in sovereign cloud, public sector, or financial industry
• Experience in managing large-scale projects, including bidding processes and risk management
• Master the value realization of major cloud stacks — including Aparasa Stack, ZStack, AIStack, and DBStack, with the ability to deeply interpret lighthouse customer cases, and clearly articulate each solution’s core advantages and differentiated competitive capabilities.
• Understand customers’ business objectives and digital transformation needs to uncover their pain points.
• Diagnose critical challenges within specific business scenarios and offer competitive, tailored solutions.
• Lead the end-to-end execution of large-scale, complex projects valued at the tens-of-millions USD level for individual customers; design and implement multi-threaded, long-cycle project strategies while assuming full accountability for overall outcomes.
• Systematically codify project successes into standardized playbooks and templates that can be replicated and scaled across specific overseas regions or industries, enhancing overall team effectiveness.
• Strategically orchestrate and leverage local ecosystem partners (e.g., ISVs) to break through market barriers, shape favorable competitive dynamics, and address strategic concerns of senior-level customers.
• Lead systematic new customer acquisition within a specific overseas industry (e.g., financial services, telecom operators) or regional market, design and execute effective go-to-market (GTM) strategies to successfully win multiple industry benchmark customers.
• Extract and codify best practices from successful customer acquisition cases into a reusable toolkit — including target customer personas, engagement scripts, and value quantification models — to empower the team and improve overall new customer conversion rates.

• Proactively map out the next-phase cloud resource consumption and architectural evolution for core customers, transforming sporadic or reactive demands into predictable, phased expansion plans.
• Based on deep business insight into customer operations, bundle new products/services (e.g., AI, big data platforms) into targeted solutions that address specific business pain points — driving substantial upsell outcomes.
• Cultivate and sustain trusted relationships with both technical and business decision-makers at the customer organization, positioning the company as a strategic advisor — thereby creating the foundation for successful adoption of new solutions.
• Independently initiate "Call High" engagements with customer stakeholders (e.g., CTO or project owner), conduct effective business and technical dialogues, influence and accelerate decision-making.
• Negotiation Planning & Organization: Serve as the primary owner of project negotiations — participate in formulating negotiation strategies, lead the negotiation process, with accountability for results.
• Support Achievement of Cloud Service Revenue Targets.
• Clause Management: Ensure strict adherence to company-mandated baseline contractual terms.
• Build multi-level relationship networks within customer organizations, effectively influence key decision-makers across the decision chain, and proactively obtain critical project intelligence.
• Lead end-to-end execution of mid-sized projects — including formulating competitive strategies, coordinating cross-functional resources, conducting negotiations, and closing contracts — to achieve targeted business outcomes.
• Plan and lead high-impact customer engagement activities such as executive-level visits, significantly deepening strategic customer relationships.