AliCloud Intelligence-Business Development (Global Key Account)-Sunnyvale, CA

About the Role Alibaba Cloud's Global Key Accounts team is seeking a Business Development Director to drive revenue growth and strategic partnerships in the global market. In this pivotal role, you will leverage your expertise in cloud technology and AI to cultivate high-value relationships, expand business opportunities, and deliver transformative solutions to enterprise clients. As a champion of Alibaba Cloud's innovative capabilities, you will focus on verticals such as Technology, Hospitality, Manufacturing, Media, Gaming, and Sports, etc, positioning the company as a trusted partner in the AI era.

Key Responsibilities

1. Strategic Customer Relationship Management & Business Development

   • Build Trust and Identify Opportunities: Engage customers in their preferred communication style to uncover business needs, establish credibility, and generate high-impact sales pipelines.
   • Navigate Decision-Making Processes: Map and maintain relationships with key stakeholders (C-suite, IT leaders, technical teams) to secure long-term partnerships and strategic alignment.
   • Stay Informed on Customer Dynamics: Proactively monitor client business plans, budgets, organizational changes, and technical environments to anticipate needs and tailor solutions.

2. Product & AI-Driven Value Proposition

   • Convey Alibaba Cloud's Competitive Edge: Translate industry-specific insights into compelling narratives that highlight the technical value and ROI of Alibaba Cloud's products and services, including Tongyi Model suite (Qwen, Wan, Fun) and AI-native solutions.
   • Expertise in AI Ecosystem: Stay ahead of AI trends, rapidly adapt to evolving technologies, and convert knowledge into revenue by addressing client pain points and enabling innovation.
   • Solution Design & Communication: Independently explain the standard Alibaba Cloud product solutions to customers; or with the support of Solution Architect, craft customized cloud strategies and independently demonstrate how Alibaba Cloud's offerings optimize IT efficiency, scalability, and business outcomes.

3. Cross-Functional Collaboration & Account Execution

   • End-to-End Support: Partner with internal teams (sales, technical, product) to deliver seamless project execution, resolve challenges, and ensure customer success post-implementation.
   • Drive Internal Innovation: Provide actionable feedback to enhance product and solution competitiveness based on customer requirements and market trends.
   • Account Intelligence & Stakeholder Mapping: Conduct in-depth research to identify critical decision-makers, workload owners, and emerging opportunities within target accounts.• Key Account Client Scalability Sales: Demonstrated success in scaling sales strategies for Fortune 500 clients; Capability to comprehensively analyze clients' business, technology, and strategic goals to deliver forward-thinking, industry-relevant solutions.
   • Extensive Large-Scale Stack Migration Experience: Proven expertise in guiding enterprise clients through complex cloud migration projects.
   • Strategic Enterprise Client Penetration & Strategic Project Leadership: Leverage strategic partnerships and ecosystem co-marketing to break into high-profile enterprises and accelerate decision-making; Lead high-stakes projects, guide teams through negotiations, and influence decision-makers to drive collaboration outcomes.
   • Direct Executive Engagement: Independently engage C-suite leaders (CEO/CTO/VPs) of key accounts in technical/business discussions to influence and accelerate decisions; Establish deep, broad client relationships to become a trusted strategic partner.
   • Industry-Specific Value Delivery: Deep understanding of how Alibaba Cloud products address pain points in common industries/business scenarios; ability to translate client needs into tailored solutions.
   • Market-Driven Client Acquisition Methodology: Develop scalable sales frameworks (e.g., target client profiling, outreach strategies, pain-point analysis, solution alignment) based on market insights, train teams, and replicate success in specific regions/industries.
   • Forward-Looking Industry Insights: Combine technical trends and client business models to provide actionable recommendations that solve core challenges.
   • Leadership & Cross-Functional Project Management: 3+ years managing teams or leading cross-departmental, multi-disciplinary projects.

The base pay range for this position at commencement of employment is expected to be between $156,000/year and $255,600/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.