Alibaba Cloud · 10 hours ago
Business Development
Sunnyvale, CA
Full-time
Onsite
Senior Level
5+ years expAlibaba Cloud is a leading cloud computing service provider, and they are seeking a Business Development professional to drive customer relationship building and business opportunity development. The role involves engaging with customers to understand their needs, driving upsell initiatives, and effectively communicating the technical value of Alibaba Cloud's offerings to secure long-term partnerships.
Cloud Data ServicesCloud ManagementData CenterData ManagementSoftware
Responsibilities
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
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 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
Employ a full range of sales strategies — including persuasive communication, commercial negotiation, and tailored pricing proposals — to convert opportunities into closed deals, achieving performance targets while fostering mutually beneficial outcomes with customers
Proactively identify and escalate 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
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
Qualification
Required
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)
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
Preferred
Industry-specific domain expertise preferred
Experience working with core competitors preferred
Company
Alibaba Cloud
Alibaba Cloud develops cloud computing and data management services. It is a sub-organization of Alibaba Group.
10001+ employees
H1B Sponsorship
Alibaba Cloud has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (8)
2024 (14)
2023 (2)
2022 (1)
Funding
Current Stage
Late StageTotal Funding
$1.2BKey Investors
Alibaba Group
2015-07-29Series B· $1B
2012-09-20Series A· $200M
Recent News
2025-12-19
2025-12-19
2025-12-18
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