Cloud & AI BD Team Lead

Responsibilities:

• Customer Relationship Building and Business Opportunity Development
• Proactively analyse key industries within the assigned country/market, identify key or potential customers, and independently map out the customers 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 customers 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.
• Product and Technical Value Communication
• Leverage in-depth understanding of the customers industry and business context to help them recognize the technical value of Clouds core offerings including the Cloud Operating System, the 7 Core Products and AI/Intelligent Computing solutions while clearly articulating Clouds differentiated competitive advantages over rival providers, reinforcing its positioning as the customers optimal strategic partner.
• Independently deliver presentations to customers on Clouds standardised product solutions; or, with support from Solutions Architects (SA), independently articulate tailored solutions aligned with the customers specific business scenarios clearly communicating the competitive advantages of Clouds offerings and the concrete business value they enable for the customer.
• Drive Decision-Making and Opportunity Conversion
• Drive rapid customer decision-making and sustained adoption of 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 catalysing improvements in Clouds product solutions, service delivery, and operational processes.
• Business Support
• 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 optimisation of Cloud products on the customer side to effectively support the achievement of their technical objectives.

Requirements:

• Over 8 years of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles.
• Extensive experience leading large-scale customer stack migration initiatives.
• Extensive experience in scaling revenue across Key Accounts (KA).
• Industry-specific domain expertise preferred.
• Experience working with core competitors preferred.
• Over 3 years of team leadership experience, or demonstrated success in managing cross-functional, cross-departmental complex projects.
• Demonstrate deep understanding of how various products deliver value in common industry/business scenarios; comprehend customers business to uncover pain points, and leverage domain-specific insights to guide and shape customer requirements.
• Conduct comprehensive analysis and diagnosis of customers strategic, operational, and technical landscapes, and deliver forward-looking industry solutions.
• Develop effective new customer acquisition methodologies based on market analysis and industry insights including target customer profiling, outreach strategies, pain point analysis frameworks, and solution-matching approaches, empower teams to execute them, and replicate success at scale across specific regions or industries.
• Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives to achieve high-impact breakthrough wins.
• Secure customers future budget commitments through strategic-level CSPA such as joint innovation initiatives or long-term consumption agreements to significantly increase wallet share.
• Systematize successful upsell cases from individual customer or industry into repeatable models, and replicate them across markets to drive scalable growth.
• Independently initiate "Call High" engagements with KA customer stakeholders (e.g., CEO, CTO or business unit leaders), conduct effective business and technical dialogues, influence and accelerate decision-making.
• Based on customer needs, construct a win-win-win value chain among internal team, customers, and partners through strategic value alignment.
• Plan and align partners according to industry, customer, and regional requirements.
• Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.
• Combine industry technology trends with customer business models to generate deep insights; deliver forward-looking recommendations that address core business challenges.
• Lead strategic-level project breakthroughs; guide and support team members in negotiations, steer partnership discussions, and influence negotiation outcomes through the decision chain.