阿里云阿里云智能海外业务-Global Key Account 业务拓展经理-金融行业
任职要求
• 5年以上云计算相关行业，有公共云售卖经验，To B/G销售和售前相关工作经验 • 有丰富的软件产品售卖经验，Paas层产品经验优先；有大客户拓展经验 • 有跨专业、部门推动项目的成功经验优先 • 有Azure或AWS相关工作经验优先（公共云事业部） • 独立call high头部客户CTO/客户项目负责人，完成有效的业务和技术交流，影响并加速决策。 • 把控谈判节奏，独立完成项目谈判，获得目标结果。 • 理解客户业务和数字化转型需求，诊断具体业务场景中客户的技术问题，提供有竞争力的解决方案。 • 了解产品领域技术演进，比较同类产品的技术特性异同，回答伙伴、客户对产品技术发展趋势和技术特性的常规问题。 • 准确识别和分类客户及关键干系人，针对不同的客户群体建立不同的应对措施，比如客情较差客户、一般客户、较好客户等。 • 主导营造沟通氛围，把握他人的沟通要点，有效倾听他人的观点，清晰的表达自己的观点。 • 具备良好的服务意识，能够对客户问题一根到底，切实帮助客户解决难题，并能保证客户满意度。
工作职责
1、客情建设和商机拓展 •主动洞察所在区域/市场的关键行业，识别出关键/潜在客户，并能够主动找到关键决策链，识别客户真实需求。 •用客户的语言展开对话，获取客户信任，挖掘产品和技术需求，形成有效商机。 •对存量客户进行二次开发，在服务、业务合作等多方面为客户提供体验升级，推进资源上量。 •定期与现有和潜在客户联系，及时了解客户的业务规划和预算、供应商情况、组织架构、技术环境等关键信息。 •识别客户决策链，维护好关键决策点客户的客情关系，并与客户CXO或CXO-D建立长期的业务和技术关系，在合作中获得关键性支持。 2、产品和技术价值传递 •基于对客户行业和业务背景的了解，帮助客户理解飞天云计算操作系统、七大件、AI/智算等阿里云产品的技术价值，以及相对竞企的差异化竞争优势，传递阿里云作为客户最佳合作伙伴的定位。 •独立面向客户讲解阿里云标准的产品解决方案；或在SA支持下，独立向客户讲解匹配客户业务场景的解决方案，清晰的传递阿里云产品解决方案的竞争力以及能够为客户创造的业务价值。 3、推动决策和商机转化 •通过有效的资源整合和运作，推动客户快速决策，采用和持续使用阿里云产品和技术解决方案，持续为客户创造价值。 •通过沟通影响、商务报价等一系列销售策略的运用，转化商机，达成业绩，实现与客户的双赢。 • 将客户使用中遇到的影响客户体验的问题，反向推动内部解决，推动内部产品解决方案和流程体系的改进。 4、业务支持 •做好客户全生命周期的业务支持，整合各方资源确保项目落地，及时发现并解决产品使用问题。 •推动阿里云产品在客户侧快速迭代，支撑客户技术目标达成。
作为专注于Alipay+的战略合作业务经理，你将推动客户与Alipay+跨境数字支付解决方案的合作。该职位要求你深入了解独联体区域支付格局以及Alipay+的支付科技产品，推动Alipay+方案链接全球商家与全球移动消费者。候选人将管理区域内的战略重点客户，推动发展其与公司内部业务线的深度合作。 主要职责： 1. 与客户（包括数字钱包、银行等）建立发展战略合作伙伴关系，推动Alipay+数字支付解决方案与客户相关业务的合作。 2. 内部协调Alipay+的各个业务线和技术服务，整合资源以提供最合适客户的方案，增强合作伙伴关系。 3. 紧跟全球以及区域本地支付趋势，根据合作伙伴需求和痛点以及Alipay+的战略目标，制定定制化方案，确保合作价值最大化。 4. 主要负责独联体区域市场的合作伙伴。 As a Strategic Business Development Manager focused on Alipay+, you will drive the adoption and integration of Alipay+'s cross-border digital payment. This role demands a deep understanding of the Region Payment landscape , and Alipay+'s technology suite, which connects global brands with mobile-savvy consumers worldwide. The successful candidate will manage the strategic key accounts, developing multi-stream business cooperation deeply embedded in each partner's ecosystem. Key Responsibilities: 1. Identify and develop strategic partnerships with key stakeholders in major accounts (including digital wallets, banks, etc) , leveraging Alipay+'s digital payment and digitalization technology solutions. 2. Cultivate comprehensive, long-term relationships with each partner, aiming to embed Alipay+'s solutions across various business streams. 3. Navigate and coordinate across multiple internal digital platforms and tech services offered by Alipay+ to enhance partner businesses, provide actionable insights to shape product and partnerships. 4. Stay updated with global payment trends, and develop tailored proposals that align with partner needs and Alipay+'s strategic goals, ensuring seamless integration and maximized value from each partnership. 5. Primarily responsible for the local market, and may also manage partners in other regions.
Position Overview:We are seeking a passionate candidate to promote Trip.Biz's collaboration with Global Chain Partners and meet our clients' growing accommodation needs through offering a variety of hotel brands and range of products. The goal is to develop and execute a winning hotel solutions strategy with all Global Hotel Chains to secure the best hotel partnerships for our clients. Thorough understanding of the TMC market and clients’ needs in the corporate travel segment will be essential. Project Management:Manage end-to-end projects to deliver comprehensive solutions that meet business enablement, operational excellence, and strategic transformation needs with hotel chain partners.Coordinate with Trip.Biz internal teams, including client success, product, service, and marketing teams, to meet account expectations and maximize performance.Enhance products and capture new business opportunities such as Loyalty and marketing avenues to promote and drive new revenue streams.Strong technical project management capability, especially API related project. Able to deliver comprehensive project management file to make sure related party could deliver with timeline requirement. Account Management:Responsible for full account management, including performance tracking, production optimization, conducting workshops, and resolving issues to achieve mutual performance objectives.Deliver Quarterly Business Review to Hotel Chains with data-driven strategy and information to guide future collaborations, quantify and prioritize opportunities to improve inventory and client offerings. Build Strategic Partnership/Relationship Management:Initiate, develop, and manage mutually beneficial relationships with key stakeholders in assigned accounts (Global Chains) and facilitate discussions with senior executives regarding their business needs.Take end-to-end ownership of new hotel chain acquisitions and existing hotel chain management, understand partners' strategies and objectives, and contribute to account growth based on company strategy.
We are seeking a Strategic Account Manager to build and maintain strong, long-lasting relationships with our most Strategic Partner Accounts. You will be responsible for the development and growth of strategic accounts on Keeta. The candidate should be hands-on, detail oriented, have relentlessly high standards and operates as a business owner who understands key levers to achieve results. Responsibilities: 1. Relationship Management: Estabilish long-term relationships with out most strategic partners, including some top F&B Group and Brands in Middle East. Interact effectively with different key persons(KP) within the partner and have the ability to influence senior executives. 2. Business Growth: Contribute to business strategy development and identify key initiatives that drive growth and improve the end customer & merchants experience. Collaborate effectively with internal teams (marketing, operations, product, etc.) to allocate resources, thereby supporting growth objectives. 3. Key Project Implementation: Proactively initiate or undertake high-priority key projects such as new brand expansion/single brand marketing/promotional events, and achieve effective results. 4. Explore new approaches and ideas in the fields of delivery operation together with brands partners, by combining the current status of the local F&B industry with the value of online food delivery platforms. 我们急寻一位勇于求变、突破现状的战略客户经理，和GCC最Top的餐饮品牌形成持续的、长期的战略伙伴关系，以品牌业绩责任人的视角，为战略客户在Keeta上的合作和增长负责，应对连锁客户对经营管理的更高要求，并推动香港餐饮业的数字化和外卖发展。 岗位职责： 1、客户关系管理：清晰了解战略客户的组织架构和目标，能与品牌内不同KP建立长期友好的战略合作关系，能影响餐饮品牌的C-Level管理层等重要KP； 2、品牌业绩增长：能够制定符合品牌战略的平台运营策略并与客户达成一致目标；能够和内部各团队（市场、运营、产品等）有效协同，建立资源解决品牌问题，支持品牌目标达成； 3、重点项目落地：主动发起或承接新品牌拓展/单品牌营销/活动大促招商等高优重点项目，并有效达成； 4、品牌策略创新：结合本地餐饮业现状和外卖平台价值，在数字化营销、活动运营、商品运营、外卖店打造等领域探索新玩法、新思路！
Location: Shanghai Key 1、Manage end-to-end projects to deliver the holistic solution required to meet business enablement, operational excellence, and strategic transformation 2、Have end-to-end ownership of new hotel chains acquisitions and existing hotel chains management, understand partners’ strategy and objectives, and help to grow the revenue 3、Initiate, develop, and manage mutually beneficial relationships with key stakeholders in the assigned accounts (Global Chains), and orchestrate discussions with senior execs around their business needs 4、Take a customer-centric approach to everything you do. Ensure hotels chains content, rates, availability, and products offer the best value to Trip.com customers 5、Responsible for full account management including performance tracking, production optimization, workshop conducting, and issue solving to drive mutual performance objectives, annual targets, and milestones globally 6、Conduct data research & analysis, and routine performance review meetings with VP, SVP, and even C-level in global hotel chain teams in different geographical areas to make sure the result in a positive financial contribution 7、Be able to initiate new regional projects and accelerate the progress of global projects to promote brand awareness, business strategy, and products benefits to hotel chain partners 8、Coordinate across Trip.com group internal teams, including teams of the platform, product, service, and marketing in order to achieve the account’s expectations and maximize performance. Map prospective accounts around organizational structure, people, and existing technology 9、Other assigned tasks based on business need Key