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Responsibilities
- Analyze key industries, identify potential customers, and map decision-making chains to uncover needs.
- Engage customers using business language to build trust, uncover requirements, and qualify sales opportunities.
- Drive upsell and cross-sell initiatives with existing customers to enhance experience and accelerate cloud consumption.
- Maintain regular contact with customers to stay informed of their business strategies, budget cycles, and technical environment.
- Cultivate strong relationships at critical decision points, including C-level executives, to secure strategic support.
- Leverage understanding of customer's industry and business context to communicate the technical value of Cloud's offerings.
- Articulate Cloud's differentiated competitive advantages over rival providers.
- Deliver presentations on Cloud's standardized product solutions.
- Articulate tailored solutions aligned with customer's specific business scenarios with support from Solutions Architects.
- Drive rapid customer decision-making and adoption of Cloud products and technical solutions.
- Employ sales strategies including persuasive communication, negotiation, and pricing proposals to convert opportunities.
- Identify and escalate customer experience issues, driving internal collaboration for resolution.
- Provide end-to-end business support throughout the customer lifecycle.
- Coordinate cross-functional resources to ensure successful project implementation.
- Accelerate iterative adoption and optimization of Cloud products to support customer technical objectives.
Requirements
- Over 8 years of experience in cloud computing industry with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles.
- Extensive experience leading large-scale customer stack migration initiatives.
- Extensive experience in scaling revenue across Key Accounts (KA).
- Industry-specific domain expertise preferred.
- Experience working with core competitors preferred.
- Over 3 years of team leadership experience, or demonstrated success in managing cross-functional, cross-departmental complex projects.
- Deep understanding of how various products deliver value in common industry/business scenarios.
- Comprehend customers’ business to uncover pain points and leverage domain-specific insights to guide requirements.
- Conduct comprehensive analysis and diagnosis of customers’ strategic, operational, and technical landscapes.
- Deliver forward-looking industry solutions.
- Develop effective new customer acquisition methodologies based on market analysis and industry insights.
- Empower teams to execute new customer acquisition methodologies and replicate success at scale.
- Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives.
- Secure customers’ future budget commitments through strategic-level CSPA to increase wallet share.
- Systematize successful upsell cases into repeatable models and replicate them across markets.
- Independently initiate 'Call High' engagements with KA customer stakeholders.
- Conduct effective business and technical dialogues, influence and accelerate decision-making.
- Construct a win-win-win value chain among internal team, customers, and partners through strategic value alignment.
- Plan and align partners according to industry, customer, and regional requirements.
- Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.
- Combine industry technology trends with customer business models to generate deep insights.
- Deliver forward-looking recommendations that address core business challenges.
- Lead strategic-level project breakthroughs.
- Guide and support team members in negotiations.
- Steer partnership discussions and influence negotiation outcomes through the decision chain.
Experience Level
- Over 8 years of experience in cloud computing industry
- Over 3 years of team leadership experience