Public Sector & Sovereign AI Leadership (G-to-B)
- National Strategic Alignment: Oversee engagement and alignment of Alibaba Cloud's Infrastructure and AI capabilities with RIE2030, Singapore's Smart Nation 2.0 and National AI Strategy.
- Regulatory & Policy Navigation: Be the primary strategic interface with ministries and statutory boards to ensure competitive advantages are derived from regulatory requirements such as the Digital Infrastructure Act.
- Qwen-Driven Inference & Token Growth: To lead high-value pilot projects in the Tourism and Culture sectors for Qwen-VL (Vision) and Multimodal Video Inference-based initiatives for promoting institutional adoption of Alibaba's Model-as-a-Service (MaaS) and maximizing monthly Token consumption KPIs.
- Institutional Innovation: Spearhead Public-Private Partnerships (PPP) with government agencies to establish AI-native Sandboxes for developing AI-driven public sector services.
- Commercial Sector & Enterprise Growth (B-to-B)
- High-Stakes Account Ownership: Engage directly with Tier-1 MNCs and Government-Linked Companies (GLCs) and assist them in their journey from legacy computing models to AI-based digital transformation models.
- AI & Compute Scale: Take ownership of strategic growth of existing accounts and drive deeper adoption of LLM AI Tokens, GPU as a Service, and Big Data Intelligence solutions to address complex business challenges for them.
- C-Suite Advisory: Establish ourselves as a Trusted Advisor for CEOs and CTOs of leading regional conglomerates and assist them in their journey from legacy computing models to AI-based digital transformation models.
- Operational Excellence & GTM Strategy
- Industry GTM Architecture: Design and execute a multi-year Go-To-Market (GTM) strategy that brings together Cloud, GPU, and Media solutions into a repeatable Industry Growth Model.
- Full Lifecycle Ownership: Manage end-to-end Sales and Strategy lifecycle for each account from strategic prospecting and solutioning through commercial negotiations and regional growth.
- Cross-Functional Orchestration: Manage high-level cross-functional execution with Solutions Architecture, Product, Legal, Finance, and Solutions teams to ensure smooth deployment of complex AI applications.
Job Requirements
- Over 5 year of experience in cloud computing industry, with proven track record in public cloud sales and B2B/B2G sales or pre-sales roles
- Extensive experience leading large-scale customer stack migration initiatives
- Extensive experience in scaling revenue across Key Accounts (KA)
- Industry-specific domain expertise preferred
- Experience working with core competitors preferred
- Over 3 years of team experience, or demonstrated success in managing cross-functional, cross-departmental complex projects
- Demonstrate deep understanding of how various products deliver value in common industry/business scenarios; comprehend customers business to uncover pain points, and leverage domain-specific insights to guide and shape customer requirements.
- Conduct comprehensive analysis and diagnosis of customers strategic, operational, and technical landscapes, and deliver forward-looking industry solutions.
- Develop effective new customer acquisition methodologies based on market analysis and industry insights including target customer profiling, outreach strategies, pain point analysis frameworks, and solution-matching approaches, empower teams to execute them, and replicate success at scale across specific regions or industries.
- Secure strategic entry into renowned large enterprise accounts by leveraging strategic partnerships and ecosystem-driven co-marketing initiatives to achieve high-impact breakthrough wins.
- Secure customers future budget commitments through strategic-level CSPA such as joint innovation initiatives or long-term consumption agreements to significantly increase wallet share.
- Systematize successful upsell cases from individual customer or industry into repeatable models, and replicate them across markets to drive scalable growth.
- Independently initiate Call High engagements with KA customer stakeholders (e.g., CEO, CTO or business unit leaders), conduct effective business and technical dialogues, influence and accelerate decision-making.
- Based on customer needs, construct a win-win-win value chain among Alibaba Cloud, customers, and partners through strategic value alignment.
- Plan and align partners according to industry, customer, and regional requirements.
- Build deep and broad customer relationship ecosystems; serve as a trusted advisor to customers.
- Combine industry technology trends with customer business models to generate deep insights; deliver forward-looking recommendations that address core business challenges.
- Lead strategic-level project breakthroughs; guide and support team members in negotiations, steer partnership discussions, and influence negotiation outcomes through the decision chain.
