蚂蚁金服Ant International-Enterprise Business Development Manager- UK-WorldFirst

1. Responsible for expanding ecosystem partners and platform clients in cross-border industries, including but not limited to e-commerce platforms, expense control and reimbursement platforms, the sharing economy, human resources and payroll service providers, digital media and gaming, logistics, advertising and marketing platforms, as well as ultra-large overseas enterprise clients. 2. Identify customer needs, accurately match them with appropriate products and solutions, ensure timely delivery, and establish close, long-term relationships with mid-to-senior level clients and partners through the sales of products and solutions. 3 . Provide tailored comprehensive solutions for institutional, platform-type, and ultra-large overseas enterprise clients, covering wallet account, cross-border collections, foreign exchange, batch payments and settlements (accounts, wallets, VCC, etc.), and corporate business travel payments, to enhance customer loyalty. 4 . Research and analyze industry competitors and their solutions, identify differentiated advantages, provide timely feedback to internal relevant teams, and deliver more competitive and comprehensive solutions to clients.

● 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。

1. Meet sales quota; measured in number of customers acquired and revenue signed. 2. Manage a territory. Develop and execute territory plans to acquire beach head, win lighthouse projects and achieve (and exceed) individual quota. 3. Build pipeline, maintain good CRM cadence and pipeline health through excellent time management and sales discipline. 4. Collaborate closely with Solution Architect, Product Development and Management team to feedback on customers’ requirements and to lead opportunity development. 5. Work closely with Marketing and Business Development Representative team to drive the Demand Generation activities and build the pipeline for the ASEAN region with a focus in the named account list. 6. Co-sell with partners in your assigned territory to drive optimized conversion rates.

1. Meet sales quota; measured in number of customers acquired and revenue signed. 2. Manage a territory. Develop and execute territory plans to acquire beach head, win lighthouse projects and achieve (and exceed) individual quota. 3. Build pipeline, maintain good CRM cadence and pipeline health through excellent time management and sales discipline. 4. Collaborate closely with Solution Architect, Product Development and Management team to feedback on customers’ requirements and to lead opportunity development. 5. Work closely with Marketing and Business Development Representative team to drive the Demand Generation activities and build the pipeline for the ASEAN region with a focus in the named account list. 6. Co-sell with partners in your assigned territory to drive optimized conversion rates.