Business Development Manager-Manila, Philippines

Alibaba Cloud; Metro Manila; On-site; PHP 1,200,000 - 1,800,000; Full time

Job summary

Alibaba Cloud in Metro Manila seeks a senior sales professional to lead customer relationship-building and opportunity development. You will analyze industries, map decision hierarchies, and orchestrate events and dialogues to uncover high-value opportunities.

You will collaborate with Solution Architects and Product/R&D teams to design tailored proposals, drive end-to-end GTM execution, and manage complex, multi-stakeholder deals across large accounts.

Qualifications

• Over 5 years in cloud computing with B2B/B2G sales and pre-sales.
• Experience selling enterprise-level or government solutions.
• Experience penetrating large accounts.
• Over 2 years in sovereign cloud, public sector, or financial industry.
• Experience managing large-scale projects including bidding and risk management.

Responsibilities

• Analyze key industries to identify customers and map decision chains.
• Engage customers through events, dialogues, and visits to uncover needs.
• Collaborate with architects and product teams to drive go-to-market strategies.
• Coordinate bid management, project management, and risk mitigation for hybrid cloud projects.

Skills

Key account management

B2B/B2G sales

Pre-sales

Enterprise solutions

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.
• 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 5 years of experience in cloud computing industry, with expertise in B2B/B2G sales and pre-sales role
• Experience in selling complex enterprise-level or government/large-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 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.
• Strategically establish deep collaboration with one to two global or regional strategic partners, leveraging co-developed solutions and joint marketing initiatives to scale new customer acquisition efficiently and sustainably.
• 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.