Senior Business Development Manager (Retail and Conglomerates)

Alibaba Cloud; Hong Kong; On-site; HKD 900,000 - 1,200,000; Full time

Job summary

Alibaba Cloud in Hong Kong seeks a senior business development professional to establish customer relationships, identify key decision makers, and expand opportunities in the local market.

You will articulate Alibaba Cloud's value, drive use of Apsara Stack and public cloud solutions, and coordinate with cross-functional teams to close deals while growing strategic accounts.

Qualifications

• Bachelor's degree in business or technology.
• 8+ years of technology-related business development or sales experience.
• Proven track record of territory growth and quota attainment in Hong Kong.
• Fluency in English and Cantonese; Mandarin is a plus.

Responsibilities

• Proactively gain insights into key industries and identify key/potential customers in Hong Kong.
• Explain Alibaba Cloud product value and solutions to customers, with SA support as needed.
• Drive quick decisions and convert opportunities through strategic resource integration and sales techniques.
• Provide full lifecycle support and ensure successful project landing and ongoing customer success.

Skills

Effective communicator

Team player

English fluency

Cantonese fluency

Mandarin is a plus

Education

Bachelor's degree in business or technology

Job description

1. Customer Relationship Establishment & Business Opportunity Expansion

• Proactively gain insights into key industries in the country/region/market, identify key/potential customers, and be able to proactively find key decision-making chains and identify customers' actual needs.
• Use customer's language to start conversations, gain customer trust, mining product and technology needs, and form effective business opportunities.
• Carry out Secondary Development for existing customers, provide customers with experience upgrades in services, operational cooperation and other aspects, and promote resource expansion.
• Regularly contact existing and potential customers to keep abreast of key information such as customers' business plans and budgets, supplier status, organizational structure, and technical environment.
• Identify customers decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or CXOs-D, to obtain critical support in cooperation.

2. Product & Technological Value Delivery

• Based on the understanding of the customer's industry and business background, help the customer to understand the technical value of Alibaba Cloud's products such as Apsara Stack, seven major products, AI/Intelligent Computing Service,etc.,as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning of Alibaba Cloud as the best partner.
• Independently explain the standard Alibaba Cloud product solutions to customers; or with the support of SA, independently explain the solutions matching the customer's business scenarios to customers, and clearly communicate the competitiveness of Alibaba Cloud product solutions and the business value that can be created for customers.

3. Decision-Making Promotion & Business Opportunity Conversion

• Promote the customer to make quick decisions to adopt and continuously use Alibaba Cloud products and technology solutions through effective resource integration and operation, create value for customers continuosly.
• Through the use of a series of sales strategies, such as communication and influence, business offer, etc., to convert business opportunities, achieve results, and realize a win-win situation with customers.
• Reverse drive internal solutions to problems encountered in customer usage that impact the customer experience, drive improvements to internal product solutions and process system.

4. Business Support

• Provide customers with full lifecycle support, integrate all resources to ensure project landing, detect and resolve of product usage problems.
• Promote rapid iteration of Alibaba Cloud products on the customer-end,and support customers to achieve technical goals.

Qualifications

• Bachelor's degree in business or technology. 8 years or above technology related business development or sales experience;
• Effective communicator and team player;
• Proven track record of territory growth and quota attainment covering customer accounts in Hong Kong;
• Familiar with Retail and Conglomerates industry& Public Cloud Computing;
• Fluency in English & Cantonese, Mandarin is a plus