Business Development Director, Media & Entertainment-Global Strategic Account
Alibaba Cloud, Sunnyvale, CA, United States
1. Strategic Customer Growth & Relationship Leadership
- Own a portfolio of mid-to-large Media & Entertainment enterprises—from initial engagement through long-term expansion.
- Map and navigate complex customer organizations; build C-level (CTO, CIO, CDO, Head of Engineering/Operations) trust and influence.
- Develop and execute Customer Success & Growth Plans (CSPAs) with quantified upsell roadmaps—expanding from IaaS into PaaS, data analytics, AI/ML (e.g., Tongyi Qwen for content personalization), and serverless media workflows.
- Drive cross-sell of Alibaba Cloud’s “7 Core Products” (ECS, VPC, SLB, OSS, RDS, CDN, ACK) and AI/Intelligent Computing solutions tailored to M&E use cases (e.g., live streaming, video transcoding, generative AI for creative tools).
- Speak the language of media: understand pain points like content delivery latency, burst scaling for live events, cost‑efficient rendering, AI‑driven metadata tagging, and global rights management.
- Translate business challenges into cloud solutions—e.g., using Apsara Video Live, Object Storage Service (OSS), and PAI (Platform for AI) to modernize broadcast or OTT architectures.
- Differentiate Alibaba Cloud vs. competitors by articulating advantages in Asia‑Pacific connectivity, cost‑performance for high‑throughput workloads, and open AI models (Qwen).
3. Deal Execution & Ecosystem Orchestration
- Lead full sales cycles: qualify opportunities, craft compelling proposals, negotiate commercial terms, and close multi‑year deals.
- Partner with Solutions Architects, Product Teams, and Alibaba Cloud Partners (e.g., system integrators, ISVs) to deliver integrated solutions.
- Proactively identify and resolve customer experience gaps—acting as the voice of the customer internally to improve product and service delivery.
- Analyze U.S. M&E trends (e.g., rise of short‑form video, AI in post‑production, cloud‑native gaming) to uncover whitespace opportunities.
- Track competitor moves (AWS Elemental, Azure Media Services, Google Cloud Video AI) and position Alibaba Cloud’s unique value.
- 8+ years of B2B cloud sales or pre‑sales experience, with a proven track record selling public cloud infrastructure (IaaS/PaaS) to enterprise customers.
- Demonstrated success in managing Key Accounts, driving revenue growth, and executing large‑scale cloud migrations (e.g., data center lift‑and‑shift, application modernization).
- Experience selling to Media, Entertainment, Gaming, or Digital Content companies—understanding their technical stacks (CDNs, encoding, storage, AI/ML pipelines).
- Ability to engage technical and business stakeholders—from engineers to C‑suite—with credibility.
- Strong negotiation, presentation, and strategic planning skills.
- Willingness to travel within the U.S. for customer and partner engagements.
Preferred
- Prior experience at a major cloud provider (AWS, Azure, GCP, Oracle, IBM) or competing Chinese cloud vendor.
- Familiarity with media‑specific technologies: FFmpeg, HLS/DASH, DRM, video AI, rendering farms, or ad‑tech platforms.
- Knowledge of U.S. data compliance frameworks (e.g., CCPA) and global content distribution challenges.
- Existing relationships with U.S. M&E decision‑makers or system integrators.