阿里云
Alibaba Cloud Intelligence-Solution Architect-Ho Chi Minh City Vietnam
岗位职责
Market Insights & Competitive Analysis •Analyze market trends, market key scenarios, and critical pain points within segmented fields, combined with regional and industry-specific characteristics, to produce comprehensive reports on emerging opportunities and actionable market insights. •Deliver differentiated competitive strategies by examining the tactics and scenario deployments of key competitors in targeted projects, and regularly produce high-quality competitive intelligence reports.
Business Opportunity Identification & Pre-sale Guidance •Understand customer’s business strategy thoroughly, accurately interpret the underlying intentions and core needs behind their communication. Build trust with key decision-makers and develop tailored product/solution guidance strategies to effectively steer the sales process. •Create high-quality solution and project proposals, along with relevant documentation, and guide key customer stakeholders through specific business or technical scenarios to drive informed decision-making.
Solution Design & Promotion •Develop tailored solutions based on customer needs, including an effective strategy for product selection, POC (Proof of Concept) execution, bidding and proposal management, and product configuration. Drive the process toward successful contract signing and continuously enhance Alibaba Cloud’s market share within the customer organization. •Accelerate the incubation and scalable replication of industry-specific solutions within targeted vertical segments. •Proactively identify and address technical and project-related risks during solution implementation. Collaborate closely with the product and delivery teams to ensure smooth execution and successful realization of contract revenue.
Ecological Cooperation •Promote cooperation with industry eco-partners through joint solutions, and promote the "to be integrated" of Alibaba Cloud products.
Capability Accumulation & Empowerment •Accumulate knowledge documents on industry solutions, joint solutions, best practices, etc. for segmented fields/scenarios. •Deliver presentations, training sessions, and empowerment programs to enhance the capabilities of sales teams and ecosystem partners.
Product Requirements & Defect Feedback •Represent customer interests by providing structured feedback on product requirements. •Summarize product requirements and identify defects within segmented markets, driving initiatives for product enhancement, new product development, and major feature launches. •Continuously refine products and solutions to strengthen overall competitiveness.
任职要求
7+ years of relevant work experience • Extensive hands-on project experience working directly with industry customers. • Proven ability to draft and deliver high-quality documentation required for bidding and tender processes. • Deep understanding of segmented market spaces, including customer needs, pain points, and key project opportunity areas. • Experience collaborating with major industry ecosystem partners at the project level, clearly defining cooperation boundaries and accurately assessing partner capabilities. • Skilled in identifying collaboration opportunities, co-developing joint solutions, and driving shared business growth. • Strong architectural design mindset, with familiarity in mainstream industry architectural methodologies. • Capable of formulating effective strategies for product selection, POC execution, bidding, and product configuration. • Adept at coordinating and integrating cross-departmental resources to drive major project wins and build scalable organizational capabilities through cross-BU collaboration, group ecosystem integration, and external partnerships. • Demonstrated ability to deliver high-quality customer-facing solutions to mid- to senior-level management and influence strategic technology decisions. • Global perspective with insight into international cloud vendor trends and ecosystem development; capable of leveraging overseas customer requirements to enhance Alibaba Cloud’s capabilities and establish competitive advantages. Experienced in collaborating with multicultural, international teams to drive successful project outcomes. • Ability to propose actionable product improvement initiatives in specific verticals, and drive product defect resolution, feature enhancements, and iterative upgrades.
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