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.•Sort out customers decision-making chains, identify significant customer,build a dimensional customer communication interface.•Conversation with customers through directing and planning of key events, business communication, and visiting and exchanging ideas,gain customer trust, mining product and technology needs, and bring effective business opportunities.•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.•Establish long-term business relationships with customer's CXOs or CXOs-D to obtain critical support in cooperation.2. Product & Technological Value Delivery•Deep understanding of Hybrid Cloud solutions, including the integration of all aspects such as software, hardware, networking, security, etc., and deep insight into customer business needs.•Based on the understanding of the customer's industry and business background, the BTE should help the customer to understand the technical value of Alibaba Cloud's products such as Apsara Stack, seven major products, AI/Intelligent Computing, as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning of Alibaba Cloud as the best partner.3. Demand Match and Business Opportunity conversion•Collaborate with resources such as SA, product team and eco-partners to form a clear sale and solution strategy, design the cooperation path and communicate for execution.• Combine the understanding of customer's business requirements and Alibaba Cloud's standardizable and replicable solutions to provide solution design that can meet customer's needs and answer customer's regular questions about products and solutions.•Reverse drive internal solutions for issues that affect customer experience encountered during customer use, and drive improvements in internal product solutions and process systems.4. Commercial Operations and Business Support•Based on Alibaba Cloud's and customer's business process rules, complete customer bidding&bid and business contract signing and other business work.•Dynamically track customer's need changes and promote contract changes.•Collaborate with resources such as SA, product team and eco-partners to identify and resolve project delivery issues in a timely manner to support the achievement of customer business goals.•Support hybrid cloud complex project operation, participate in bidding&bid process management, project management, risk management, and coordinate organizational resources.

• 5+ years of cloud computing related industry, to B/G sales and pre-sales related working experience• Extensive experience in selling software products, experience in major customer expand is preferred• 2+ years of industry experience required in specific industries• Experience in operating large-scale projects, bidding&bid, risk management, etc.• Gain insights into segmented market space, needs and pain points, opportunity points, etc.• Independently visit head customer CTO/customer project leader to complete effective business and technical communication, influence and accelerate decision-making.• Control the pace of negotiations and independently complete project negotiations to obtain targeted results.• Independently lead projects and integrate resources for project goals.• Successfully operate the project and solve complex problems within the projects.• Independently drive and reach deep cooperation with local eco-partners to resolve major business disputes and issues.• Eco-partner cooperation strategy on the ground, empower and motivate partners to bring business returns.• Skilled in corresponding industry staple solutions, able to deeply interpret Alibaba Cloud benchmark cases, master the core advantages of the solution and differentiated competitive ability.• Understand customers' business and digital transformation needs, diagnose customers' technical problems in specific business scenarios, and provide competitive solutions.