Solution Architect Leader-Sunnyvale

Market Insights & Competitive Analysis

• Deliver market insight analysis reports for specific segments based on trends, market potential, core scenarios, and pain points.
• Gather competitive intelligence and develop differentiated competitive strategies through analysis of competitors’ approaches and solutions in competing projects.
  
  

Opportunity Identification and Pre-sales Guidance

• Lead pre-sales engagement with key customer decision-makers by communicating in the customer’s business context to build trust, uncover genuine needs, and generate qualified sales opportunities.
• Conduct in-depth analysis of the customer’s current business and technology landscape and future trends to establish comprehensive and accurate business-technology profiles.
  
  

Solution Design and Promotion

• Develop tailored solutions based on customer requirements; formulate accurate product selection, POC testing counter strtategies, bidding, and product configuration strategies throughout the project lifecycle to secure contract signing and continuously drive increased Alibaba Cloud wallet share within the customer account.
• Accelerate incubation and scalable replication of public cloud solutions across specific segments.
• Proactively identify and mitigate technical and project risks during solution implementation; collaborate with product, R&D, and delivery teams to ensure successful execution and revenue realization.
  
  

Capability Institutionalization and Enablement

• Institutionalize reusable knowledge assets—including cloud architecture templates, best practices, and domain-specific case studies—tailored for specific industries or scenarios.
• Conduct evangelism, advocacy, and enablement training sessions for sales teams and ecosystem partners.
  
  

Product Requirements and Defect Feedback

• Abstract and synthesize product requirements and defects specific to industry segments; drive product enhancements, new product initiatives, and major feature launches to strengthen product competitiveness.
  
  

Strategy Formulation and Technical Influence Building

• Lead direct-report teams or cross-functionally align virtual teams to achieve business objectives; based on external competitive dynamics and industry segment trends, own the development of comprehensive sales playbooks or strategy documents (e.g., solution guides, enablement materials, implementation plans).
• Deliver high-quality external technical presentations or speak at industry conferences to influence customer technology decisions and establish Alibaba Cloud’s technical leadership.
  
  

Job Requirements

• Project Delivery and Architecture Implementation Experience: Hands-on experience participating in or leading mid-to-large-scale IT projects (cloud migration, data center relocation, application modernization, digital transformation) from 0 to 1; capable of translating customer requirements into implementable technical architectures and guiding execution.
• Cross-Industry and Multi-Scenario Experience: Proven track record designing solutions across diverse customer industries (finance, internet, retail, government, etc.); familiar with best practices in typical scenarios such as cloud migration, microservices transformation, and big data/AI platform deployment.
• Customer Communication and Solution Delivery Experience: Experience interfacing with customer technical and business teams to identify pain points and propose tailored solutions; demonstrated ability to author solution documents, architecture diagrams, and PoC test plans, and deliver technical presentations to stakeholders at various levels.
• Problem-Solving and Incident Handling Experience: Able to propose practical solutions for challenges encountered during architecture design or project implementation (e.g., performance bottlenecks, compatibility issues, cost optimization); prior hands-on troubleshooting experience during project delivery or on-site customer support is preferred.
• Identify and understand customer requirements to develop integrated strategies across product selection, POC testing, bidding, and product configuration.
• Coordinate and integrate resources across departments,; collaborate with senior leadership to orchestrate cross-BU, group ecosystem, and external partner capabilities — securing wins on strategic deals while institutionalizing organizational competencies and repeatable success patterns.
• Master the functional architecture and deployment scenarios of the "7 core products" and AI infrastructure; architect and optimize end-to-end large model and intelligent computing systems tailored to clients’ complex requirements.
• Lead architecture design and optimization for strategic projects
• Design full-stack general-purpose and intelligent computing solutions — spanning training, inference, and industry-specific applications — tailored to clients’ unique business scenarios; formulate integrated product and market expansion strategies to drive scalable adoption and commercial deployment across targeted industries or regions.
• Engage client decision-makers in high-level value articulation and strategic dialogue around solutions — fostering mutual understanding through dynamic, insight-driven interactions to align on shared objectives and co-create actionable decision pathways that drive long-term partnership and business outcomes.
• Independently establish deep technical credibility with client CTOs; exert technical influence and thought leadership over key decision-making layers — including department heads and directors — to shape their technology selection and long-term architectural strategies. Proactively gather and analyze competitive intelligence to decode rivals’ solution designs and strategic positioning in competitive projects, and collaborate with Business Development to formulate targeted, counter-strategic actions that strengthen Alibaba Cloud’s competitive advantage.
  
  

The base pay range for this position at commencement of employment is expected to be between $148,000/year and $244,000/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.