GenAI Business Development Manager-Dubai

Alibaba Cloud; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Alibaba Cloud in Dubai seeks a senior sales professional to build relationships, map decision-makers, and uncover strategic cloud opportunities across industries.

You will drive upsell and cross-sell, articulate Alibaba Cloud's core offerings, and lead end-to-end deals with CXO stakeholders to deliver measurable business value. This role requires 5+ years in cloud computing sales and strong negotiation skills.

Qualifications

• 5+ years in cloud computing or related sales roles.
• Experience in B2B/B2G sales or pre-sales.
• Ability to map customer decision-making and uncover needs.
• Experience with large-scale customer accounts and up-sell opportunities.
• Strong negotiation and stakeholder management skills.

Responsibilities

• Proactively analyze key industries and map customer decision-making to uncover needs.
• Engage customers in their business language to translate requirements into opportunities.
• Drive upsell and cross-sell within existing customers and accelerate cloud adoption.
• Maintain regular contact to understand budgets, vendor landscape, and organizational changes.
• Lead executive engagements (CTO/CXO) to secure strategic partnerships and ensure long-term growth.
• Provide end-to-end business support and coordinate cross-functional resources for project delivery.

Skills

Cloud sales

B2B/B2G sales

Executive engagement

Negotiation

Account management

Industry knowledge

Tools

CRM systems

Salesforce

Job description

Customer Relationship Building and Business Opportunity Development

• Proactively analyze key industries within the assigned country/market, identify key or potential customers, and independently map out the customer’s decision-making chain to uncover real needs.
• Engage customers using their business language to build trust, uncover product and technical requirements, and convert those requirements into qualified sales opportunities.
• Drive upsell and cross-sell initiatives with existing customers, enhance their experience across service and business collaboration, accelerate cloud resource consumption.
• 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.
• Identify and navigate the customer’s decision-making chain; cultivate and sustain strong relationships at critical decision points — particularly with C-level or C-level direct (CXO-D) executives — to secure strategic support and long‑term partnership in both business and technology domains.

Product and Technical Value Communication

• Leverage in-depth understanding of the customer’s industry and business context to help them recognize 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 Alibaba Cloud’s differentiated competitive advantages over rival providers, reinforcing its positioning as the customer’s optimal strategic partner.
• Independently deliver presentations to customers on Alibaba Cloud’s standardized product solutions; or, with support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customer’s specific business scenarios — clearly communicating the competitive advantages of Alibaba Cloud’s offerings and the concrete business value they enable for the customer.

Drive Decision‑Making and Opportunity Conversion

• Drive rapid customer decision‑making and sustained adoption of Alibaba Cloud products and technical solutions through effective resource integration and strategic engagement — ensuring continuous value delivery to the customer.
• Employ a full range of sales strategies — including persuasive communication, commercial negotiation, and tailored pricing proposals — to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers.
• Proactively identify and elevate customer experience issues encountered during product usage, driving internal cross‑functional collaboration to resolve them — thereby catalyzing improvements in Alibaba Cloud’s product solutions, service delivery, and operational processes.

Business Support

• Provide end‑to‑end business support throughout the customer lifecycle by coordinating cross‑functional resources to ensure successful project implementation, and proactively identifying and resolving product usage issues in a timely manner.
• Accelerate the iterative adoption and optimization of Alibaba Cloud products on the customer side to effectively support the achievement of their technical objectives.
• Focus on MaaS & AI

Job Requirements

• Over 5 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre‑sales roles
• Prior experience in large‑scale customer stack migration
• Prior experience in scaling revenue across Key Accounts (KA)
• Industry‑specific domain expertise preferred
• Experience working with core competitors preferred
• Understand how various products deliver value in common industry/business scenarios; demonstrate the ability to comprehend customers’ business operations & digital transformation needs, and identify their pain points.
• Diagnose technical challenges within customers' specific business contexts and propose competitive solutions.
• Establish partnerships with mid‑to‑large enterprises from scratch; accurately identify key internal influencers and rapidly build trust.
• Demonstrate tangible value quickly during initial customer entry; anticipate potential future product adoption scenarios and pre‑embed expansion steps and strategies for scalable growth.
• Develop a detailed, quantified upsell roadmap and translate it into a comprehensive, customer‑endorsed CSPA ,clearly define strategy, execution path, and numerical targets.
• Lead customer upgrade initiatives — for example, expanding consumption from IaaS infrastructure resources to higher‑value services such as PaaS, data, and AI 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.
• Understand customer requirements and be familiar with Alibaba Cloud partner policies and the partner directory.
• Manage customer expectations, assess partner strengths and weaknesses, and conduct effective partner selection.
• Build multi‑level relationship networks within customer organizations; effectively influence key decision‑makers and secure 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 target outcomes.
• Plan and lead high‑level executive engagement activities (e.g., C-suite visits) to significantly deepen strategic customer relationships.