Client Development and Opportunity Discovery Responsible for acquiring international AI-native enterprises, startups, AI data service providers, and developers; identify and rapidly assess market opportunities in emerging high-growth sectors to generate qualified business leads. Gain deep understanding of clients' industries, business models, and operational workflows; deconstruct their production pipelines and corresponding pain points to uncover effective AI application scenarios and pinpoint mutual collaboration opportunities. Promote standardized AI products, platforms, and Agent-based applications; drive exponential growth in token consumption by deeply exploring client usage scenarios, thereby delivering tangible value to customers. Engage directly with clients' business leaders to nurture relationships at key decision-making stages; facilitate connections between Alibaba Cloud's senior management and clients; establish long-term business and technical relationships across all client organizational levels to earn trust and secure critical support throughout collaborations. AI Value Proposition Communication Help clients comprehend the technical value and applicable scenarios of Alibaba Cloud's Model-as-a-Service (MaaS) offerings, as well as the differentiated advantages of Alibaba Cloud products compared to leading international models. Conduct in-depth discussions and co-creation sessions with clients in scenarios such as video generation, AI aggregation platforms, coding assistance, and AI Agents; preliminarily formulate tailored matches of models, applications, and solutions based on specific client requirements. Independently present Alibaba Cloud's business solutions to clients addressing their unique scenario-based needs; clearly articulate Alibaba Cloud's competitive strengths and the concrete business value we can deliver. Ecosystem Resource Integration Leverage ecosystem resources including incubators, accelerators, and venture capital firms to precisely reach high-potential clients and accelerate scalable business growth. Business Strategy Formulation and Opportunity Conversion Identify and influence clients' decision-making processes; develop targeted commercial proposals, apply strategic sales approaches to drive client decisions, convert opportunities into closed deals, achieve business objectives, and realize win-win outcomes with clients. Serve as the primary owner for client operations and management: oversee the entire lifecycle from lead generation, client engagement, bid/tender process management, solution delivery, and issue resolution; effectively coordinate internal teams (product R&D, finance, legal, etc.); integrate internal and external resources; identify and manage risk points; ensure refined operational execution and successful project implementation. Business Support and Product Optimization Provide end-to-end business support throughout the client lifecycle, promptly resolve client issues, and enhance customer satisfaction. Analyze market trends and competitor offerings; combine insights with user experience feedback to continuously propose product optimization recommendations, driving iterative improvements in internal products and solutions. Job Requirements Qualifications & Experience 3+ years of experience in cloud computing or AI-related industries, with a background in B2B sales or pre-sales roles. Proven sales or pre-sales experience specifically in the Model-as-a-Service (MaaS) domain. Prior sales experience targeting AI-native enterprises, startups, AI data service providers, and developers is highly preferred. Entrepreneurial experience within an AI-native company is a strong plus. Experience working for key competitors is advantageous. Business Acumen & Solution Matching Deep understanding of how Alibaba Cloud's MaaS products deliver value in common industries and business scenarios; capable of comprehending client operations and uncovering critical pain points. Able to match mature products and standardized solutions to address clients' core requirements effectively. Capable of independently initiating contact with and visiting new clients; quickly grasping their business architecture and key pain points, then successfully aligning identified challenges with appropriate MaaS product solutions and entry strategies. Demonstrated ability to establish collaborations from scratch with small-scale clients and secure initial contract signings. Product Knowledge & Technical Communication Comprehensive knowledge of Alibaba Cloud's MaaS product portfolio, including its features, capability boundaries, applicable scenarios, and technological evolution roadmap. Familiarity with the technical similarities and differences between Alibaba Cloud's offerings and comparable international products; able to independently articulate Alibaba Cloud MaaS's differentiated advantages to client teams. Capable of independently organizing small-scale technical exchange events (e.g., internal tech sharing sessions) and addressing routine client inquiries regarding MaaS product technology trends and characteristics. Client Relationship & Deal Execution Able to conduct independent business and technical discussions with client CTOs, maintain day-to-day relationships, and influence product selection decisions at this leadership level. Proficient in independently updating client information dynamics, analyzing pain points, nurturing relationships with key stakeholders, and building trust-based partnerships. Skilled in independently negotiating, closing, and finalizing small-to-medium-sized transactions, including designing basic deal structures (e.g., discount applications) to achieve target outcomes. Capable of independently planning and executing technical exchange activities and other initiatives to effectively drive opportunity conversion. The base pay range for this position at commencement of employment is expected to be between $99,600/year and $164,400/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.