阿里云Alibaba Cloud Intelligence-Partner Development Sales - SI-International

• 开展GISV方案的市场洞察和竞对分析、产品商机判断和深度技术交流、产品方案设计和技术支持、产品设计和优化支持。 • 发展和管理与顶级GISV（指定）、全球SI（GSI）的关系。帮助顶级GISV及其生态系统合作伙伴转型并与阿里云国际建立强大而有机的云业务，并支持全球SI的云业务增长。 • 在东盟地区发展GISV合作伙伴相关的云迁移业务，利用与顶级GISV的现有计划扩大GSI合作伙伴在东盟地区的生态系统。 • 在区域市场宣传阿里云技术，使顶级GISV和全球SI能够构建联合解决方案，以满足企业客户对应用程序云迁移的需求。作为阿里云的接口，领导和协调与这些合作伙伴的计划。 • 与咨询合作伙伴合作，与阿里云共同创新、共同销售和上市。 • Conduct market insights and competitive analysis for GISV solutions, determine product business opportunities and conduct in-depth technical exchanges, provide product solution design and technical support, and provide product design and optimization support. • Develop and manage relationships with top GISVs (designated), Global SIs (GSIs). Help top GISVs and their ecosystem partners transform and build a strong and organic cloud business with Alibaba Cloud International, and support the cloud business growth of Global SIs. • Develop cloud migration business related to GISV partners in the ASEAN region, and leverage existing programs with top GISVs to expand the ecosystem of GSI partners in the ASEAN region. • Evangelize Alibaba Cloud technologies in the regional market, enabling top GISVs and Global SIs to build joint solutions to meet enterprise customers' needs for application cloud migration. Lead and coordinate programs with these partners as the interface to Alibaba Cloud. • Work with consulting partners to co-innovate, co-sell and go-to-market with Alibaba Cloud.

● Focus on the Japanese enterprise-level market, particularly key industries such as e-commerce, manufacturing, retail, and IT telecom. Independently conduct customer research and demand exploration to promote the implementation of DingTalk's collaborative office solutions (including hardware like A1 and AI Spreadsheets). Develop industry expansion strategies and achieve annual customer signing and revenue targets. ● Recruit and maintain local channel partners, agents, and system integrators (SIs) in Japan, and establish a hierarchical cooperation system. Collaborate with partners to launch joint marketing activities, increase the penetration rate of DingTalk products in the regional market, and jointly meet sales targets. ● Lead the customer business negotiation process, formulate negotiation strategies based on Japanese business practices, and ensure contract terms align with the interests of both parties and Japanese laws and regulations (with a focus on data privacy and compliance requirements). Manage the entire contract lifecycle, including follow-up on signing, supervision of performance, and renewal conversion. ● Continuously monitor the dynamics of the Japanese collaborative office software market (such as the competitive strategies of rivals like Teams and Slack), and analyze market trends and competitive landscape. Regularly produce market research reports to provide data support for local managers in formulating product promotion strategies. ● Act as a communication bridge between Chinese and Japanese teams, promptly feed back Japanese customer needs to DingTalk's product R&D team, and assist in advancing product localization optimization. Cooperate with the marketing team to implement online and offline promotion activities (such as industry exhibitions and KOL collaborations) to enhance the brand's visibility in the Japanese market. ● Establish profiles for key customers, conduct regular customer follow-ups, and resolve issues encountered during usage. Explore customers' needs for secondary purchases and value-added services to improve customer stickiness and customer lifetime value. ● 日本市場の顧客開拓 ○ 日本の企業向け市場を対象に、電子商取引、製造業、小売業、IT・通信などの主要業界で、顧客調査・ニーズ分析を実施。 ○ DingTalkのコラボレーションソリューション（ハードウェアA1、AIスプレッドシート等）を提案・導入し、業界別戦略の立案および売上目標の達成を目指す。 ● パートナーエコシステムの構築 ○ 日本国内の販売代理店、チャネルパートナー、システムインテグレーター（SI）の新規開拓および関係構築を担当。 ○ 共同マーケティングやセミナーを通じて、DingTalk製品の市場浸透を推進。 ● 商談・契約管理 ○ 日本の商習慣や法規制（データプライバシー・コンプライアンス）を踏まえた上で、顧客との商談・契約交渉を主導。 ○ 契約締結から履行、更新までを一貫して管理。 ● 市場動向リサーチ・分析 ○ TeamsやSlackなどの競合動向を含む日本の協働ツール市場を継続的に分析。 ○ 定期的なレポート作成を通じて、ローカライズ責任者による製品戦略立案をサポート。 ● 日中チーム間の連携サポート ○ 日本市場の顧客要望を本社プロダクトチームへフィードバックし、機能改善やローカライズ推進を支援。 ○ 展示会やオンラインイベント等、マーケティング施策の実行をサポート。 ● 顧客関係構築・アフターサポート ○ 主要顧客の管理および定期的なフォローを行い、課題解決や追加提案を実施。 ○ 継続利用・アップセルを促進し、顧客満足度とLTV向上を目指す。

Responsibilities/Focus Areas: The Head of Verticals & Applications is responsible for RC-CN SI EA Vertical Markets: Power Utilities, Industries, Infrastructure, Data Centers (GB & IEC technology), Renewable energy and all customers of IoT and Data driven business and E-House business.  The Head of Vertical & Applications in these defined areas is responsible for  • Updating and maintaining vertical market customers list (named accounts) in alignment with RC-CN SI EA Sales and approved by BU Head  • Identification and provision of market, industry, and customer requirements as well as competitor information  • Define and execution of the Vertical & Application sales strategy ensuring the achievement of business targets  • Define BTAs within Vertical market in coordination with the RC-CN SI EA Sales and approved by BU GM/CM • Ensuring the achievement of business targets in the scope of vertical market (incl. named accounts) • Governance of Center of Competence (CoC) for E-House • Execute sales phase in accordance with PM@SI EA (Solution Business) and proposal management phase in accordance with CRM – Sell (System Business)  • Developing and deploying modular solutions involving EA portfolio (Hardware + IoT) including integration of 3rd party equipment for the named customers  • Alignment with Operation company to ensure delivery reliability.  • Foster marketing formation of EA value-to-market from vertical markets perspective (includes content creation, supporting in marketing operations, etc)  • Internal Collaboration & Compliance:  • Acting as BU representative in Vertical markets to ensure business growth in collaboration with EA sales team and SI sales team • Foster collaboration with cross-functional teams and implement governance frameworks for compliance in business development activities. • Develop reporting mechanisms for performance tracking and promote best-practice sharing to enhance business development effectiveness and productivity.  • Leadership & Team Management:  • Lead and manage Vertical & Application team, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and fostering a high-performance culture, ensure Vertical & Application team are positioned for success with high productivity and effectively. KPIs: • Vertical (named accounts) BTA achievement  • Vertical (named accounts) end-to-end profitability  • Vertical (named accounts) Pipeline quantity & quality  • Vertical Monthly forecast quality • NPS • Share of wallet in named accounts

Responsibilities/Focus Areas: The Head of Sales (BD) is responsible for the national wide and export business (excluding the defined markets of the Head of Vertical & Applications) of products and systems.  • Identification and provision of market, industry, and customer requirements as well as competitor information  • Define and execution of the sales strategy (incl. the go-to-market strategy for direct and indirect channels)  • Define BTAs with the associated regions in coordination with the BU GM/CM • Ensure the achievement of business targets  • Setting up a pricing strategy that approved by BU GM/CM and OC GM  • Support regions in structuring their sales/BD organization  • Proposal management and order execution for system business in accordance with the CRM – Sell process  • Alignment with Operation company to ensure delivery reliability.  • Internal Collaboration & Compliance:  • • Acting as BU representative in region to ensure business growth in collaboration with regional sales team • • Foster collaboration with cross-functional teams and implement governance frameworks for compliance in business development activities. • • Develop reporting mechanisms for performance tracking and promote best-practice sharing to enhance business development effectiveness and productivity.  •  Leadership & Team Management:  • Lead and manage EA Sales (BD) teams, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and  • fostering a high-performance culture, ensure EA Sales (BD) teams are positioned for success with high productivity and effectively. KPIs: • BTA achievement  • BU end-to-end profitability  • BU Pipeline quantity & quality  • HitRate  • Monthly forecast quality  • NPS