Job Description



Market Insights & Competitive Analysis



• Deliver market insight analysis reports for specific segments based on trends, market potential, core scenarios, and pain points.



• Gather competitive intelligence and develop differentiated competitive strategies through analysis of competitors' approaches and solutions in competing projects.



Opportunity Identification and Pre-sales Guidance



• Lead pre-sales engagement with key customer decision-makers by communicating in the customer's business context to build trust, uncover genuine needs, and generate qualified sales opportunities.



• Conduct in-depth analysis of the customer's current business and technology landscape and future trends to establish comprehensive and accurate business-technology profiles.



Solution Design and Promotion



• Develop tailored solutions based on customer requirements; formulate accurate product selection, POC testing counter strtategies, bidding, and product configuration strategies throughout the project lifecycle to secure contract signing and continuously drive increased Alibaba Cloud wallet share within the customer account.



• Accelerate incubation and scalable replication of public cloud solutions across specific segments.



• Proactively identify and mitigate technical and project risks during solution implementation; collaborate with product, R&D, and delivery teams to ensure successful execution and revenue realization.



Capability Institutionalization and Enablement



• Institutionalize reusable knowledge assets-including cloud architecture templates, best practices, and domain-specific case studies-tailored for specific industries or scenarios.



• Conduct evangelism, advocacy, and enablement training sessions for sales teams and ecosystem partners.



Product Requirements and Defect Feedback



• Abstract and synthesize product requirements and defects specific to industry segments; drive product enhancements, new product initiatives, and major feature launches to strengthen product competitiveness.



Strategy Formulation and Technical Influence Building (Level 8 and above only)



• Lead direct-report teams or cross-functionally align virtual teams to achieve business objectives; based on external competitive dynamics and industry segment trends, own the development of comprehensive sales playbooks or strategy documents (e.g., solution guides, enablement materials, implementation plans).



• Deliver high-quality external technical presentations or speak at industry conferences to influence customer technology decisions and establish Alibaba Cloud's technical leadership.




Position Requirement



• Over 5 years of relevant work experience



• Pre-sales, development, or operations experience at internet or software companies



• Sales-Oriented SA:



• Project Delivery and Architecture Implementation Experience: Hands-on experience participating in or leading mid-to-large-scale IT projects (cloud migration, data center relocation, application modernization, digital transformation) from 0 to 1; capable of translating customer requirements into implementable technical architectures and guiding execution.



• Cross-Industry and Multi-Scenario Experience: Proven track record designing solutions across diverse customer industries (finance, internet, retail, government, etc.); familiar with best practices in typical scenarios such as cloud migration, microservices transformation, and big data/AI platform deployment.



• Technical SA:



• Customer Communication and Solution Delivery Experience: Experience interfacing with customer technical and business teams to identify pain points and propose tailored solutions; demonstrated ability to author solution documents, architecture diagrams, and PoC test plans, and deliver technical presentations to stakeholders at various levels.



• Problem-Solving and Incident Handling Experience: Able to propose practical solutions for challenges encountered during architecture design or project implementation (e.g., performance bottlenecks, compatibility issues, cost optimization); prior hands-on troubleshooting experience during project delivery or on-site customer support is preferred.



• Identify and understand customer needs, and formulate product selection strategies.



• Coordinate cross-functional teams to achieve objectives, communicate effectively with clients, and drive successful project execution and delivery.



• Architect end-to-end large model and intelligent computing systems by leveraging in-depth knowledge of the functional frameworks and deployment scenarios of the "7 core products" and AI infrastructure



• Develop full-stack computing/intelligent computing solutions spanning model training, inference, and industry-specific applications - while formulating aligned product and go-to-market strategies to accelerate business adoption.



• Deliver polished, executive-level solution presentations tailored to C-suite and senior decision-makers and influence client technology selection.



• Establish independent technical credibility with client CTOs, direct reports, and technical decision-makers at or below the CTO-D level; shape and influence enterprise cloud adoption strategies to align with Alibaba Cloud's technological advantages



• Maintain in-depth knowledge of product portfolios and technology roadmaps across 3-5 key competitors, enabling accurate benchmarking and strategic positioning.



• Analyze competitive offerings across critical dimensions - including performance, ecosystem maturity, and service capabilities - to identify relative strengths, weaknesses, and market differentiators.



• Produce tailored, client-ready competitive analysis reports.



• Opportunity Management Collaboration: Actively participate in opportunity assessment processes by evaluating technical feasibility, solution alignment, and competitive risk exposure.



• Risk Anticipation & Mitigation: Proactively flag potential risks related to technology constraints, resource availability, or project timelines; formulate and propose viable alternative approaches.



• Internal Enablement Support: Support sales training initiatives by delivering in-depth sessions on moderately complex product functionalities and structured competitive comparisons.