Strategic Account Lead-Singapore

Alibaba Cloud; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Alibaba Cloud Singapore is seeking an accomplished enterprise sales professional to drive cloud adoption across government and business sectors. You will partner with customers to understand strategic goals, articulate the value of core products, and transform needs into qualified opportunities.

In this role you’ll lead cross-functional engagements, manage key accounts, and push upsell initiatives from IaaS to PaaS and AI solutions, while building trust at C-level and delivering measurable

Qualifications

• 5+ years in cloud computing with proven public cloud sales and B2B/B2G experience.
• Large-scale customer stack migration experience.
• Proven ability to scale revenue across Key Accounts.
• Industry-specific domain expertise preferred.
• Experience with competing cloud providers preferred.
• Ability to translate customer business operations into technology value.
• Experience engaging with CXO-level stakeholders.

Responsibilities

• Build multi-level relationships with stakeholders to secure project intelligence.
• Lead end-to-end execution of mid-sized cloud adoption projects.
• Drive upsell and cross-sell with key accounts and CXOs.
• Coordinate cross-functional teams to ensure value realization and delivery.

Skills

Cloud sales

B2B/B2G sales

Pre-sales

Key account management

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.
• 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.

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.