Business Development Executive

该职位来源于猎聘 A BDE is a sales expert against customer problems/ business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions. Good technical understanding and the ability to transform our customers challenges into commercial solutions. The BDE identifies, develops, and lands opportunities for defined portfolio elements in cooperation with Account Management. Key Responsibilities: AWS Business growth in China Beijing/Shanghai

Accountable for hunting new AWS Opportunities along with Field Sales ensuring that the customers' needs are met or exceeded. Drive the entire Sales Cycle from initial Customer Engagement till Contract Closing for new & existing customers.

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).
• Work with Account Managers to ensure that the overall account strategy and goals are followed and achieved.
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) in order to have meaningful and relevant conversations with customers and prospects.
• Work with Technical Architects / Practice Leaders to ensure that we design the right solutions for our customers.
• Provide feedback to Account Management on ways to decrease the Sales Cycle, enhance Sales, and improve company brand and reputation.
• Construct service contracts and associated commercials/cost model based on scope and customer's desired outcome. Technical Qualifications:
• Able to articulate use cases of cloud transformation specific to the customers industry and size and understand where the customer is on their journey.
• Engage with stakeholders from IT all the way to C-level, understand the Customers business requirement & challenges, create an IT transformation roadmap covering (not limited to) Cloud services, future workplace and position the right support model and articulate the business value of the offering.
• Position cloud Services & future workplace advisory and/or professional services to customer depending on their requirements.
• Articulate the importance and value of adoption and change management in customer journey towards increasing productivity.
• 10+ years enterprise technology strategic sales/pre-sales experience with a good knowledge on selling cloud and digital transformation solutions, specifically around AWS, good to have Microsoft Azure.
• Functional understanding of key technologies and trends in the cloud domain, Application Modernization, Data & Analytics, containerization, cloud operating models, Cloud economics.
• Experience preparing, presenting formal proposals to customers. Managing negotiations, coordinating complex decision-making process, and overcoming objections to closure.
• Strong knowledge in public cloud market in Asia and strong understanding of cloud consumption economics.
• Expertise in enterprise solution selling techniques and selling cloud-based solutions.
• Effective territory/account management and managing sales teams: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management and proposal response, pipeline management, large dollar licensing and deal negotiation required.
• Experience and expertise selling to c-suite and executive business decision makers by aligning & reinforcing the value of Cloud transformation to the customer's overall business and/or strategic opportunities and decision criteria.
• Experience managing large cloud engagements, especially those involving infrastructure modernization and migration.
• executive level speaking and presentation skills, and good written communication skills, exceptional demonstrated decision-making, conflict resolution, problem solving and negotiation skills.