Cloud Business Development Manager Germany

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 customer’s needs.

•Use customer's language to start conversations, gain customer trust, mining product and technology needs, and form effective business opportunities.

•Carry out Secondary Development for existing customers, provide customers with experienced upgrades in services, operational cooperation and other aspects, and promote resource expansion.

•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.

•Identify customers decision-making chains, maintain relationships with key decision-making points, and establish long-term operational and technical relationships with customers' CXOs or decision makers, to obtain critical support in cooperation.

2. Product & Technological Value Delivery

•Based on the understanding of the customer's industry and business background, help the customer to understand the technical value of our products such as Apsara Stack, seven major products, AI/Intelligent Computing Service, etc., as well as the differentiated competitive advantages relative to competing companies, so as to convey the positioning our brand as the best partner.

•Independently explain the standard Cloud product solutions to customers; or with the support of Solutions Architect, independently explain the solutions matching the customer's business scenarios to customers, and clearly communicate the competitiveness Cloud product solutions and the business value that can be created for customers.

3. Decision-Making Promotion & Business Opportunity Conversion

•Promote the customer to make quick decisions to adopt and continuously use Cloud products and technology solutions through effective resource integration and operation, create value for customers continuously.

•Use series of sales strategies, such as communication and influence, business offer, etc., to convert business opportunities, achieve results, and realize a win-win situation with customers.

•Reverse drive internal solutions to problems encountered in customer usage that impact the customer experience, drive improvements to internal product solutions and process system.

4. Business Support

•Provide customers with full lifecycle support, integrate all resources to ensure project landing, detect and resolve usage problems.

•Promote rapid iteration of Cloud products on the customer-end, and support customers to achieve technical goals.

Requirements

• Excellent interpersonal communication skills; presentation, public speaking, and written communication skills

• At least 5 years of solid sales experience in the related field targeting IT and technology sectors, with trackable sales records in the local market

• Strong nationwide or regional business communities’ engagement experience is a plus

• Experience with partnership, alliance programs and channel platforms are preferred

• Comfortable working in a global company with cultural diversity and fast-paced growth

• Ability to direct collaborative efforts of resources within a large organization, including internal resources, external resources, and other constituent groups as appropriate

• Ability to manage change, resolve conflicts and ensure collaboration within teams and/or units, maintaining the highest standards of ethical conduct and integrity

• Fluent in German and English.