1. Market Insights & Competitive Analysis•Output market insight analysis report of segmented fields based on demand information such as market development trend, market space, core scenarios and pain points in the segmented fields.•Collect competitive information, and give differentiated competitive solutions through the analysis of strategies and scenarios of competing pairs in competitive projects2. Business Opportunity Identification & Pre-sales Guidance•Responsible for the pre-sales guidance of key decision makers of the customer, use the customer's language to start a dialog, gain trust, explore the real needs of the customer, and form effective business opportunities•Deeply explore the customer's business technology status and development trend, and establish complete and accurate customer business technology documentation.3. Solution Design & Promotion•Produce targeted solutions according to customer needs, in the project, develop correct product selection strategy, POC test strike strategy, bidding & bid strategies, product configuration strategy, etc., achieve contract signing, and continuously ensure the increase of Alibaba Cloud's market share in this customer.•Promote the incubation and replication of public cloud solutions in segmented fields.•Timely identify and deal with risks of the technology and project during the solution landing process, collaborate with the product team and delivery team for normal fulfillment, and achieve revenue conversion.4. Capability Accumulation & Empowerment•Accumulate knowledge documentation such as universal cloud architecture templates, best practices, and cases for the segmented fields/scenarios.•Provide the presentations, evangelism and empowerment training for sales teams and eco-partners.5. Product Requirements & Defect Feedback•Abstract and summarize product requirements and defects in segmented fields, promote product improvement, new product projects, and major functions launch, enhance product competitiveness.6. Market Strategy Development & Technical Influence Establishment (level 8 and above only)•Lead the solid-line team or get virtual team through to accomplish business objectives, and lead the output of complete sales guide or business strategy documentation (e.g. solutions, empowerment materials, implementation plans, etc.) based on external competition and the segmented domain trends.•Complete high quality external technical communication or industrial conference presentations to influence customer technical decisions and build Alibaba Cloud technical influence.

• 10+ years of relevant work experience• Core architect for platform architecture, SRE system, and software development in large internet or software companies, pre-sales experience in multi-million projects for large customers• Expert in more than 2 domains (seven major products, AI, etc.), master for typical scenarios, and have the ability to design/optimize the architecture of major projects, deploy and test the products, and handle technical issues.• Able to produce high quality and strong competitive technology architecture solutions, form action strategies in the segmented fields, and lead the output of complete sales guides or specific business action strategy documentation.• Able to identify and understand customer needs, formulating appropriate product selection strategies, POC testing strategies, bidding strategies, and product configuration strategies.• Capable of coordinating and integrating cross-departmental resources, promoting senior management to leverage integration across business units, group ecosystems, and external resources to secure major project wins and build organizational capabilities.• Able to deliver high-quality solution presentations to mid-level and senior clients, influencing their technology selection.• International perspective: Possesses insights and understanding of development trends in overseas cloud vendors and industry ecosystems, driving the enhancement of Alibaba Cloud’s capabilities based on overseas customer demands, and creating competitive barriers for Alibaba Cloud; can collaborate with teams from diverse countries and cultural backgrounds to achieve project results, capable of leading multicultural teams to tackle challenges and deliver outcomes.• Able to independently build technical mutual trust with customer CTO, have the ability of technical influence and guidance on key customer levels (department manager and director level), influence technology selections and development strateg IES at that level, collect competitive intelligence and analyze the strategies and solutions of competitors in competitive projects, and cooperate with BDs to develop targeted competitive actions.• Able to propose effective product improvements in the segmented fields and drive key product requirements or new product approval.