Alibaba Cloud · 1 day ago
Business Development Director, Media & Entertainment-Global Strategic Account
Sunnyvale, CA
Full-time
Hybrid
Director/Executive
8+ years expAlibaba Cloud is seeking a Business Development Director specializing in Media & Entertainment to lead strategic customer growth and relationship management. The role involves engaging with key enterprise clients, executing customer success plans, and driving the adoption of cloud solutions tailored to the media industry.
Cloud Data ServicesCloud ManagementData CenterData ManagementFoundational AISoftware
Responsibilities
Own a portfolio of mid-to-large Media & Entertainment enterprises—from initial engagement through long-term expansion
Map and navigate complex customer organizations; build C-level (CTO, CIO, CDO, Head of Engineering/Operations) trust and influence
Develop and execute Customer Success & Growth Plans (CSPAs) with quantified upsell roadmaps—expanding from IaaS into PaaS, data analytics, AI/ML (e.g., Tongyi Qwen for content personalization), and serverless media workflows
Drive cross-sell of Alibaba Cloud’s “7 Core Products” (ECS, VPC, SLB, OSS, RDS, CDN, ACK) and AI/Intelligent Computing solutions tailored to M&E use cases (e.g., live streaming, video transcoding, generative AI for creative tools)
Speak the language of media: understand pain points like content delivery latency, burst scaling for live events, cost-efficient rendering, AI-driven metadata tagging, and global rights management
Translate business challenges into cloud solutions—e.g., using Apsara Video Live, Object Storage Service (OSS), and PAI (Platform for AI) to modernize broadcast or OTT architectures
Differentiate Alibaba Cloud vs. competitors by articulating advantages in Asia-Pacific connectivity, cost-performance for high-throughput workloads, and open AI models (Qwen)
Lead full sales cycles: qualify opportunities, craft compelling proposals, negotiate commercial terms, and close multi-year deals
Partner with Solutions Architects, Product Teams, and Alibaba Cloud Partners (e.g., system integrators, ISVs) to deliver integrated solutions
Proactively identify and resolve customer experience gaps—acting as the voice of the customer internally to improve product and service delivery
Analyze U.S. M&E trends (e.g., rise of short-form video, AI in post-production, cloud-native gaming) to uncover whitespace opportunities
Track competitor moves (AWS Elemental, Azure Media Services, Google Cloud Video AI) and position Alibaba Cloud’s unique value
Qualification
Required
8+ years of B2B cloud sales or pre-sales experience, with a proven track record selling public cloud infrastructure (IaaS/PaaS) to enterprise customers
Demonstrated success in managing Key Accounts, driving revenue growth, and executing large-scale cloud migrations (e.g., data center lift-and-shift, application modernization)
Experience selling to Media, Entertainment, Gaming, or Digital Content companies—understanding their technical stacks (CDNs, encoding, storage, AI/ML pipelines)
Ability to engage technical and business stakeholders—from engineers to C-suite—with credibility
Strong negotiation, presentation, and strategic planning skills
Willingness to travel within the U.S. for customer and partner engagements
Preferred
Prior experience at a major cloud provider (AWS, Azure, GCP, Oracle, IBM) or competing Chinese cloud vendor
Familiarity with media-specific technologies: FFmpeg, HLS/DASH, DRM, video AI, rendering farms, or ad-tech platforms
Knowledge of U.S. data compliance frameworks (e.g., CCPA) and global content distribution challenges
Existing relationships with U.S. M&E decision-makers or system integrators
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 (18)
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
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2026-01-08
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