Job Description

Market Insight & Competitive Analysis

Based on market development trends, market size, core use cases, and pain points within a vertical segment, produce market insight analysis reports for that segment.

Gather competitive intelligence and, through analysis of competitors' strategies and solutions in competitive deals, deliver differentiated competitive approaches.

Opportunity Identification & Pre-Sales Guidance

Lead pre-sales engagement with customers' key decision-makers, converse in the customer's own language, build trust, uncover genuine needs, and turn them into qualified opportunities.

Dig deep into customers' business and technology status and development trends, and build complete, accurate customer business-and-technology profiles.

Solution Design & Promotion

Develop tailored solutions based on customer needs. Within a deal, define the right product selection strategy, POC testing strategy, bidding strategy, and product configuration strategy to close the contract and continuously grow Alibaba Cloud's share of the customer.

Drive the incubation and scalable replication of public cloud solutions within the vertical segment.

Promptly identify and resolve technical and project risks during solution delivery, and work with product, engineering, and delivery teams to ensure proper fulfillment and revenue conversion.

Capability Building & Enablement

Accumulate knowledge assets for the vertical segment/scenario, including reusable cloud architecture templates, best practices, and segment case studies.

Present to, evangelize, and deliver enablement training for the sales team and ecosystem partners.

Product Requirements & Defect Feedback

Abstract and consolidate product requirements and defects from the vertical segment, and drive product improvements, new product initiatives, and major feature launches to enhance product competitiveness.

Position Requirement

5+ years of relevant experience

Pre-sales, development, or operations experience at an internet or software company.

Sales-oriented SA:

Project delivery & architecture experience: Hands-on involvement in, or leadership of, medium-to-large IT projects from 0 to 1 (cloud migration, site relocation, application modernization, digital transformation); able to translate customer requirements into deployable technical architectures and guide their implementation.

Cross-industry & multi-scenario experience: Solution design experience across different customer industries (finance, internet, retail, government, etc.); familiar with best practices for typical scenarios (cloud migration, microservices modernization, big data/AI platform build-out, etc.).

Technology-oriented SA:

Customer communication & solution delivery: Experience working directly with customers' technical and business teams, uncovering pain points, and proposing matching solutions; experienced in authoring solution documents, architecture diagrams, and PoC test plans, and delivering technical briefings to different levels of the customer organization.

Problem-solving & incident handling: Able to propose practical solutions to challenges in architecture or project implementation (performance bottlenecks, compatibility issues, cost control); hands-on troubleshooting cases from project delivery or on-site customer support are a plus.

Able to identify and understand customer needs and define product selection strategies.

Able to coordinate across departments to achieve goals, communicate effectively with customers, and drive successful project execution.

Familiar with the functional architecture and applicable scenarios of the seven core AI computing and platform components; able to complete the overall design and optimization of large-model and intelligent-computing systems based on customer needs.

Able to deliver full-stack general-computing/intelligent-computing solutions spanning training, inference, and industry applications, and to define product and go-to-market strategies that drive business adoption.

Able to deliver high-quality solution briefings to mid- and senior-level customers and influence their technology selection.

Able to independently build technical trust with customers at the CTO-direct-report level and below, influence their cloud strategy, and guide them toward technology choices that favor Alibaba Cloud.

Command of the product lines and technology roadmaps of 3-5 major competitors.

Able to analyze competitors' strengths and weaknesses across performance, ecosystem, and service.

Able to produce customized competitive comparison analysis reports.

Opportunity management collaboration: Participate in opportunity assessment, evaluating technical feasibility and competitive risk.

Risk anticipation & mitigation: Provide early warning of technical, resource, and timeline risks, and propose alternatives.

Internal training support: Participate in sales training, explaining relatively complex product features and competitive comparisons.