In this position, you will play a key role within Alibaba Cloud's business development team to recruit customers and strategic partner and sell Alibaba Cloud global solutions to Japan local market.
This role needs to carry out various sales responsibilities to achieve GAAP revenue target and be a team player to help the team hit overall revenue target.
Working for a substantially fast growing global public cloud provider like Alibaba, you will have the potential to grow your career through this exciting journey.
Responsibilities
Carry out annual GAAP revenue target to sell Alibaba Cloud global solutions to Cloud native market such as Internet and Gaming.
Build strong sales pipelines, help enhance customer onboarding and partner enablement programs.
In partnering activities, the following activities:
Develop new strategic partner(Distributor, Reseller and Agency) in Japan.
Build up new Technology partner(MSP, ISV) in Japan.
Conduct regular partner performance reviews to determine how the partner is succeeding, ensuring that all in line with the business plan.
Plan and execute event or activity for partner business.Incubate to partner for Alibaba Cloud tech skill.
Be a team player to help the team hit its overall revenue target and build solid ecosystem by offering internal cross trainings, knowledge and experience sharing, and contributing to teamwork spirit.
Qualifications
Must
7+ years of IT related sales experience, preferably including 1-2 years from cloud computing related industry, experience in selling Public Cloud, to B/G sales and pre-sales related working experience.
Japanese native level, proficient in English.
Bachelor's degree or above.
Preferred Skills
Independently visit head customer CTO/customer project leader to complete effective business and technical communication, influence and accelerate decision-making.
Control the pace of negotiations and independently complete project negotiations to obtain targeted results.
Understand customer's business and digital transformation needs, diagnose customer's technical problems in specific business scenarios and provide competitive solutions.
Understand the technological evolution of related field, compare the similarities and differences in the technical characteristics of similar products, and answer regular questions about products on the technological development trends and technical characteristics.
Take the lead in creating a communication atmosphere, grasp the communication points of others, listen effectively to others' points of view, and express one's own point of view clearly.
このポジションでは、アリババクラウドのビジネスディベロップメントチームの一員として、日本市場における顧客および戦略的パートナーの開拓、ならびにアリババクラウドのグローバルソリューションの販売において重要な役割を担っていただきます。GAAPベースの年間売上目標の達成に向けて様々な営業活動を行い、チーム全体の売上目標の達成にも貢献していただく必要があります。急成長を遂げているグローバルパブリッククラウドプロバイダーであるアリババクラウドでの経験は、ご自身のキャリアにとって非常に魅力的で成長につながる機会となります。主な業務内容:
GAAPベースの年間売上目標の達成に向け、インターネットやゲームなどのクラウドネイティブ市場を対象にアリババクラウドのグローバルソリューションを販売する。
顧客との関係構築、ビジネス機会の拡大、製品および技術的な価値の提供を通じた信頼関係の強化。
強固なセールスパイプラインを構築し、顧客のオンボーディング支援やパートナーのエネーブルメントプログラムの強化を推進。
パートナー連携に関しては、以下の業務を含みます:
日本国内での新たな戦略的パートナー(ディストリビューター、リセラー、代理店)の開拓
日本国内における新規テクノロジーパートナー(MSP、ISV)の構築
定期的なパートナーパフォーマンスレビューの実施により、ビジネスプランに沿った成果の確認
パートナービジネスのためのイベントや施策の企画・実行
パートナーへのアリババクラウド技術スキルのインキュベーション支援
チーム全体の売上目標達成とエコシステムの構築に貢献するため、社内でのトレーニングや知識・経験の共有を通じて、チームワーク精神を発揮する。
本社の各バックオフィス部門と連携し、製品、ソリューション、運用面での改善に貢献する。
応募要件
Must Have
7+年以上のIT業界でのセールス/BD経験があり、うち1~2年はクラウドコンピューティング関連業界での経験が望ましい。パブリッククラウドの営業経験、法人・官公庁向けの営業およびプリセールス関連の業務経験を有する方が望ましい。
ソフトウェア製品、特にPaaSレイヤー製品の営業経験が豊富な方歓迎。キーアカウントへの拡販経験があれば尚可
日本語ネーティブ、英語ビジネスレベル
学士号以上の学位を有する方
Preferred
クライアントのCTOやプロジェクトリーダーに単独で訪問し、ビジネスおよび技術的な有効なコミュニケーションが取れる方
商談の進捗をコントロールし、目標成果を達成するために単独で交渉を完結できる方
クライアントのビジネスおよびデジタルトランスフォーメーションのニーズを理解し、具体的な業務シナリオにおける技術課題を発見し、競争力のあるソリューションを提供できる方
関連分野の技術進化や差異を理解し、技術的なトレンドや特徴についての知識を持つ方
コミュニケーションスキルが高く、相手の要点を把握したうえで効果的にヒアリング・提案ができる方
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