Strategic Account Lead - Singapore

About the role

Alibaba Cloud is hiring a Strategic Account Lead in Singapore. The role focuses on building customer relationships, developing business opportunities and driving upsell and cross-sell with existing customers, with close involvement of Solutions Architects.

Key responsibilities

• Analyze key industries in the assigned market, map customer decision chains and turn requirements into qualified sales opportunities
• Build trust with customers, especially C-level executives, and maintain regular contact on their strategies, budgets and technical environment
• Communicate the technical value of Alibaba Cloud's core offerings, including the Apsara Cloud Operating System, the 7 Core Products and AI/Intelligent Computing solutions
• Deliver presentations on standard solutions or tailor solutions with Solutions Architects, and drive rapid customer decisions and adoption
• Escalate customer experience issues and coordinate cross-functional resolution
• Support the customer lifecycle, coordinate project implementation and accelerate product adoption
• Develop a quantified upsell roadmap and a customer-endorsed CSPA, and lead upgrades from IaaS to PaaS, data and AI services
• Lead "Call High" engagements with stakeholders such as the CTO, run executive engagement activities and manage partner selection
• Lead end-to-end execution of mid-sized projects, including strategy, negotiation and contract closing

Required profile

• Over 5 years of experience in cloud computing, with a proven track record in public cloud sales and B2B/B2G or pre-sales roles
• Prior experience in large-scale customer stack migration and scaling revenue across Key Accounts
• Industry-specific domain expertise and experience with core competitors preferred
• Ability to understand customers' digital transformation needs, diagnose technical challenges and propose competitive solutions
• Experience establishing partnerships with mid-to-large enterprises from scratch and building multi-level customer networks