智能互联Alibaba Cloud Intelligence-GenAI Business Development Manager-South Pacific
任职要求
1, Education & Experience: Bachelor's degree or above in Computer Science, Engineering, or related fields preferred. 3+ years of B2B software/SaaS/cloud sales or business development experience, with at least 1 years focused on AI, big data, or cloud computing domains. 2, Technical Acumen: Solid understanding of Generative AI (AIGC), Large Language Models (LLM), NLP, and related technologies; ability to articulate technical capabilities, limitations, and application scenarios clearly. Familiarity with enterprise-grade considerations: API integration, on-premise deployment, data privacy, and security compliance. 3, Network & Resources: Established mid-to-senior level client relationships or channel partner networks within specific …
工作职责
1, Market Strategy & Business Expansion: Design and practice market expansion for AI LLM products (e.g., Qwen MaaS platforms, API services, on-premise deployment solutions) across target industries such as FSI, DNB, gaming, e-commerce, and government in South Pacific Region, including SEA markets such as Indonesia, Thailand, Philippines and Vietnam AI markets, etc. Develop and execute sales strategies for assigned regions or verticals to achieve revenue and token targets. 2, Solution Selling & Deal Execution: Deeply understand client business pain points; collaborate with pre-sales/solutions teams to translate LLM capabilities into tangible business value (e.g., cost reduction, efficiency gains, experience enhancement, innovation). Own end-to-end commercial processes: business negotiation, RFP/RFQ responses, contract closure, and payment collection; drive POC (Proof of Concept) conversion rates. 3, Ecosystem & Partnership Development: Build and maintain strategic partnerships with LLM providers, ISVs (Independent Software Vendors), system integrators, and industry consultants to create a robust LLM adoption ecosystem. Co-develop joint solutions and leverage partner channels for scalable customer acquisition. 4, Key Account Management & Customer Success: Nurture long-term relationships with strategic accounts; identify up-sell and cross-sell opportunities. Capture frontline market feedback and customer insights to inform product roadmap and drive iterative improvements of LLM offerings. 5, Market Intelligence: Monitor industry trends, competitor strategies, and regulatory developments in the generative AI/LLM landscape; deliver actionable market analysis to support leadership decision-making.
1. Technical Solution Design & Implementation •Requirement Analysis: Deep dive into client needs, analyze business scenarios, and design customized LLM application solutions •Architecture Design: Create scalable, high-performance LLM application architectures including data processing pipelines and model integration strategies •Technical Validation: Build proof-of-concept (POC) to validate technical feasibility and demonstrate value •Deployment Execution: Lead on-site deployment, configuration optimization, and performance monitoring of LLM applications 2. Programming Development Requirements •Framework Mastery: Proficient in VLM, RAG, LangChain, and other AI frameworks for development •Vector Database Expertise: Skilled in designing and optimizing Milvus, Pinecone, and other vector databases •Prompt Engineering: Advanced prompt design and agent development skills to optimize model output quality •Integration Development: API integration capabilities for seamless LLM system integration •Deployment Tools: Familiarity with LLM application deployment frameworks 3. Client Interaction & Support •On-site Support: Provide professional technical support on client premises, quickly resolving technical challenges •Product Demonstrations: Conduct expert product demonstrations and technical presentations •Training Services: Deliver comprehensive training to client teams to enhance usage efficiency and satisfaction •Relationship Management: Establish and maintain strong client relationships as a trusted technical advisor 4. Agile Response & Project Management •Rapid Response: Timely resolution of client issues ensuring SLA compliance •Problem Diagnosis: Systematic troubleshooting of complex technical issues •Project Coordination: Collaborate with internal R&D, product, and sales teams to drive project success •Continuous Follow-up: Regular client check-ins to understand evolving needs and recommend upgrade solutions 5. Localization Adaptation & Compliance •Cultural Adaptation: Customize technical solutions to align with Hong Kong/Macau market characteristics and business practices •Multilingual Support: Provide technical support in Cantonese, English, and Mandarin •Compliance Assurance: Ensure technical solutions meet local regulations and industry standards •Market Insights: Collect market feedback to inform product iteration and strategic decisions
● 作为海外AI业务高级解决方案架构师SA，同时承担SA leader职责，支持 AI MaaS（模型即服务）销售团队拓展国际客户的 AI 大模型业务，提升阿里大模型产品在海外市场的 Token 调用量。 ● 与全球客户就 AI 业务需求与技术架构进行深入沟通，准确理解业务与技术诉求，识别并引导AI MaaS商机落地。 ● 基于阿里云百炼平台上的 Qwen、Wan 等大模型产品，为客户设计可落地的 AI 大模型与云上解决方案，涵盖但不限于 Qwen、Wan、GPU、云IaaS/PaaS等产品。 ● 针对客户所处行业及具体业务场景（如社交平台、模型平台、视频平台、AI 数据服务、企业 AI 提效等），提供包括模型选型、架构设计、提示词工程（Prompt Engineering）、RAG 构建、Agent 开发等方面的咨询建议，助力客户业务高效落地。 ● 根据客户需求，设计并开发相关业务场景的 Demo，通过 Prompt 工程、工作流编排等方式，向客户进行产品演示与技术交流，推动项目顺利落地。 ● 承担AI MaaS SA leader的管理职责，负责组内SA的培养和管理责任，并针对区域和场景化的方案抽象，组织方案规模化GTM和赋能。 ● 协同并推动内部 AI 产品研发团队，将客户需求转化为产品改进需求，持续优化 AI 模型能力，并为重点客户提供 AI 产品及运维问题的专项支持。
● 作为海外AI业务高级解决方案架构师SA，同时承担SA leader职责，支持 AI MaaS（模型即服务）销售团队拓展国际客户的 AI 大模型业务，提升阿里大模型产品在海外市场的 Token 调用量。 ● 与全球客户就 AI 业务需求与技术架构进行深入沟通，准确理解业务与技术诉求，识别并引导AI MaaS商机落地。 ● 基于阿里云百炼平台上的 Qwen、Wan 等大模型产品，为客户设计可落地的 AI 大模型与云上解决方案，涵盖但不限于 Qwen、Wan、GPU、云IaaS/PaaS等产品。 ● 针对客户所处行业及具体业务场景（如社交平台、模型平台、视频平台、AI 数据服务、企业 AI 提效等），提供包括模型选型、架构设计、提示词工程（Prompt Engineering）、RAG 构建、Agent 开发等方面的咨询建议，助力客户业务高效落地。 ● 根据客户需求，设计并开发相关业务场景的 Demo，通过 Prompt 工程、工作流编排等方式，向客户进行产品演示与技术交流，推动项目顺利落地。 ● 承担AI MaaS SA leader的管理职责，负责组内SA的培养和管理责任，并针对区域和场景化的方案抽象，组织方案规模化GTM和赋能。 ● 协同并推动内部 AI 产品研发团队，将客户需求转化为产品改进需求，持续优化 AI 模型能力，并为重点客户提供 AI 产品及运维问题的专项支持。
客情建设和商机拓展 •主动洞察跨国医药行业的IT需求，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。 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。 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。 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。