About the Job
This role focuses on building customer relationships and driving business opportunities within the cloud computing sector. The successful candidate will proactively analyze key industries, identify potential customers, and delve into their decision-making processes to uncover real needs. Engaging customers in their business language, the candidate will build trust, define product and technical requirements, and create qualifying sales opportunities. Responsibilities include fostering upsell and cross-sell initiatives, maintaining regular communication with existing and prospective clients, and navigating decision-making hierarchies, particularly at the executive level.
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Responsibilities
- Proactively analyze key industries and identify potential customers within the assigned market.
- Engage with customers to build trust and uncover product and technical needs, converting these into sales opportunities.
- Drive upsell and cross-sell initiatives, enhancing customer experience across services and collaboration while accelerating cloud resource consumption.
- Maintain regular contact with existing and prospective customers to understand their business strategies, budget cycles, and technical environments.
- Cultivate strong relationships with decision-makers, especially C-level executives, to secure long-term partnerships.
Product and Technical Value Communication
- Leverage knowledge of the customer’s industry to demonstrate the technical value of the company's core offerings.
- Deliver presentations on standardized product solutions, or articulate tailored solutions with support from Solutions Architects, highlighting competitive advantages.
Drive Decision-Making and Opportunity Conversion
- Facilitate quick customer decision-making and encourage sustained adoption of the company's products through strategic engagement.
- Use a variety of sales strategies, including persuasive communication and tailored pricing, to convert opportunities into closed deals.
- Identify and escalate customer experience issues, collaborating internally to resolve these challenges and improve service delivery.
Business Support
- Provide end-to-end support throughout the customer lifecycle by coordinating resources and resolving product usage issues.
- Accelerate the adoption and optimization of the company's products in alignment with customer technical objectives.
Job Requirements
- Over 8 years of experience in the cloud computing industry with proven success in public cloud sales and B2B/B2G sales or pre-sales roles.
- Extensive experience leading large-scale customer stack migration initiatives and scaling revenue across Key Accounts.
- Industry-specific domain expertise is preferred, along with experience working with core competitors.
- More than 3 years of team leadership or demonstrated success in managing complex, cross-functional projects.
- Deep understanding of the value that various products deliver in common industry scenarios and insights into customer pain points.
- Ability to conduct comprehensive analyses of customers’ strategic, operational, and technical landscapes to deliver forward-looking solutions.
- Develop effective acquisition methodologies based on market analysis, empowering teams to replicate success across regions or industries.
- Secure strategic entry into large enterprise accounts through partnerships and collaborative initiatives.
- Facilitate future budget commitments by establishing strategic relationships and consumption agreements with customers.
- Systematize successful upselling cases into repeatable models for scalable growth.
- Initiate discussions with key account stakeholders to influence decision-making.
- Construct value chains among the company, customers, and partners, and plan partner alignment according to needs.
- Build comprehensive customer relationship ecosystems and serve as a trusted advisor.
- Merge industry technology trends with customer business models for profound insights and recommendations.
- Lead project breakthroughs and guide team negotiations, influencing outcomes through decision chains.
- Set clear objectives and strategies for the cloud team and lead by example.
