蚂蚁金服蚂蚁国际-Enterprise BD (机构和平台类客户BD)-万里汇WorldFirst

1. 针对跨境行业的生态机构和平台(如电商平台、费控报销、共享经济平台、人力薪酬机构、企业对公差旅、数字媒体和游戏、超大型的出海企业）设计有针对性的跨境支付和金融的解决方案 2. 解决方案需涵盖生态机构和平台客户的完整的价值链，如收款、外汇交易、批量付款(账户、钱包和VCC等)、企业资金管理、企业对公差旅等 3. 跨部门沟通和协作，确保方案的落地，并协助准备销售所需材料和工具，帮助推广上述解决方案，精准高效的解决客户的问题 4. 根据产品核心价值，结合平台/机构客户的生命周期，制定核心用户增长策略，提升交易规模和产品的渗透率，并能直接从这些客户中产生更多的交易量和收入

1. Design and drive payment and financing solutions targeting e-commerce ecosystem participants, including e-marketplaces, site builders, logistics, advertising suppliers, etc. 2. Collaborate with Internal teams （i.e. marketing, onboarding, CRM, etc.) to produce relevant sales needed materials and tools to enable enterprise BD team globally to sell above solutions efficiently and effectively  3. Run the Centre of Excellence platform – bringing together international enterprise partnership best practices across the globe into an Enterprise Standard Operating Process and addressing international enterprise collaboration issues 4. The solutions aim to cover full value chain of those enterprise partners, including mass payout, treasury management, seller recruitment service and potentially factoring service 5. The goals of the enterprise business would be 1) to maximize the engagement with those partners to bring customers to WorldFirst seller business; 2) to generate transaction volume and revenue directly from those enterprise clients 6. Perform various administrative and operational duties to drive effectiveness. These operational tasks include but are not limited to preparation of materials for senior management, facilitate key management meetings, maintenance of target timelines of initiatives & getting updates to drive traction, draft processes & validate implementation of initiatives.

1. Design and drive payment and financing solutions targeting e-commerce ecosystem participants, including e-marketplaces, site builders, logistics, advertising suppliers, etc. 2. Collaborate with Internal teams （i.e. marketing, onboarding, CRM, etc.) to produce relevant sales needed materials and tools to enable enterprise BD team globally to sell above solutions efficiently and effectively 3. Run the Centre of Excellence platform – bringing together international enterprise partnership best practices across the globe into an Enterprise Standard Operating Process and addressing international enterprise collaboration issues 4. The solutions aim to cover full value chain of those enterprise partners, including mass payout, treasury management, seller recruitment service and potentially factoring service 5. The goals of the enterprise business would be 1) to maximize the engagement with those partners to bring customers to WorldFirst seller business; 2) to generate transaction volume and revenue directly from those enterprise clients 6. Perform various administrative and operational duties to drive effectiveness. These operational tasks include but are not limited to preparation of materials for senior management, facilitate key management meetings, maintenance of target timelines of initiatives & getting updates to drive traction, draft processes & validate implementation of initiatives.

• Leads a team of BDs and collaborate with a broad functional teams to manage accounts of significant size, depth, and complexity specifically focused on the specific industry. • Continues to hire and build out a high performance enterprise BD team with deep specific industry expertise. Ensures clarity in assignment of territories / customer account, set goals and quota, pipeline development etc.. • Builds a team culture focused on long-term strategic relationships with key accounts, ensuring AWS’s customer obsession culture remains at the forefront of team’s focus. • Aligns multiple stakeholders and lines of business in and across accounts that required complex decision-making process, including multiple company executives across both the customer and AWS. Role requires influencing and orchestrating BD activities and teams across multiple geographies. • Deeply understands the opportunities within the customers and their business needs and finds new ways to articulate these as commercial constructs. Represents customer needs and helps define product requirements to improve adoption and overall customer satisfaction. • Negotiates critical relationships and agreements with customers, suppliers or other external partners at the higher levels. May acts as the escalation point for non-standard agreement terms, including need to employ higher level management to help close agreement. • Operates with significant discretion, taking actions to resolve problems on behalf of their team and/or issues that are impeding the business. Regularly provides learning and expertise that influences broader industry cloud adoption. • Interacts with senior management or executive levels to gain support for items that require escalation while writing convincing and professional documents that require limited direction on matters of importance to company or customers, reviews and provides feedback and coaching to members of the team for the same. • Builds credibility with, earns the trust of, and influences C-level client contacts and internal stakeholders. • Influential with executive-level leadership. May be required to speak externally or otherwise evangelize AWS platform, services and customers across the specific industry more broadly.