Senior Business Development Manager-FSI (based Hong Kong)

Alibaba Cloud; Hong Kong; On-site; HKD 1,200,000 - 1,800,000; Full time

Job summary

Alibaba Cloud in Hong Kong seeks a senior sales leader to drive strategic cloud opportunities with enterprise and government clients. You will map decision chains, articulate value of hybrid cloud solutions, and lead multi‑stakeholder dialogues to convert opportunities into long-term partnerships.

You will collaborate with Solution Architects and product teams to design tailored proposals, manage bids and contracts, and lead major lighthouse projects that expand market share across regional

Qualifications

• Over 8 years of cloud computing experience in B2B/B2G sales.
• Extensive experience selling complex enterprise-level or government/large-industry customer solutions.
• Extensive experience penetrating large accounts.
• Over 3 years of experience in sovereign cloud, public sector, or financial industry.
• Over 3 years of team management experience, or experience leading cross-functional, cross-departmental complex project collaboration.

Responsibilities

• Proactively analyze key industries and map decision-making chains to identify customers and needs.
• Engage customers through events, structured dialogues, and visits to build trust and uncover core business needs for high-value opportunities.
• Collaborate with Solution Architects, Product/R&D, and ecosystem partners to design clear sales and solution strategies and design tailored proposals.
• Drive opportunity conversion and achieve targets using comprehensive sales strategies including communication, influence, and commercial quoting.
• Proactively identify customer pain points, escalate internally, and drive continuous improvement of product solutions and processes.
• Execute commercial workflows, monitor evolving requirements, and support contract amendments and risk mitigation.

Job description

Customer Relationship Building & Business Opportunity Development

• Proactively analyze key industries within the assigned country/market 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.

Job Requirements

• Over 8 years of experience in the cloud computing industry, with expertise in B2B/B2G sales and pre‑sales roles.
• Extensive experience selling complex enterprise‑level or government/large‑industry customer solutions.
• Extensive experience penetrating large accounts.
• Over 3 years of experience in sovereign cloud, public sector, or financial industry.
• Over 3 years of team management experience, or experience leading cross‑functional, cross‑departmental complex project collaboration.
• 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 customer business models and uncover their pain points; leverage domain‑specific insights to proactively guide and shape customer requirements.
• Conduct comprehensive assessment and diagnosis of customer strategy, business processes, and technology landscape to offer forward‑looking, industry‑tailored solutions.
• Design, plan, and secure strategically significant landmark (lighthouse cases) projects that substantially elevate brand presence and market share in targeted overseas markets, creating momentum for follow‑on business opportunities.
• Proactively identify and holistically mitigate strategic risks in large‑scale projects — including geopolitical sensitivities, cross‑border data compliance, and enterprise architecture design — to ensure project security and stability.
• Successfully penetrate strategically significant new customers in regional markets to achieve market breakthroughs, then leverage these wins as reference cases to catalyze and drive new customer growth across the entire industry or region.
• Engage directly with core decision‑makers (CxOs) of prospective new customers in strategic dialogues, reframing their business challenges as digital transformation opportunities and elevating hybrid cloud adoption to the level of strategic partnership.
• Initiate and drive joint innovation projects with strategic customers by deeply integrating emerging technologies (e.g., generative AI) into their core business processes — thereby catalyzing large‑scale, strategically significant new procurement demands.
• Lead negotiations and formalize strategic partnership frameworks to pre‑secure customers’ long‑term budget allocations, establishing high‑threshold competitive barriers.
• Leverage C‑level relationships and multi‑dimensional value assessments to proactively identify churn risks, design and execute precision intervention strategies that not only retain at‑risk customers but also trigger rebound‑style revenue growth through expanded adoption.
• Independently initiate "Call High" engagements with KA customer stakeholders (e.g., CEO, CTO, or business unit leaders), conduct effective business and technical dialogues, influence and accelerate decision‑making.
• Negotiation Planning & Organization: Act as the lead owner or core member for landmark, high‑priority, or innovative projects — responsible for formulating negotiation strategies and serving as the behind‑the‑scenes decision‑maker during negotiations, with accountability for results.
• Own responsibility for achieving cloud service revenue targets and successfully drive improvement in specific business performance metrics (primarily sales gross margin).
• Build a deep and extensive customer relationship ecosystem, positioning oneself as a trusted advisor to the customer.
• Combine insights into industry technology trends and the customer’s business model to deliver forward‑looking recommendations that address the customer’s core business challenges.