Business Development, Media & Entertainment-Global Strategic Account
Alibaba Cloud, Sunnyvale, CA, United States
Key Responsibilities
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).
Industry-Led Solution Selling
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).
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.
Market Intelligence & Strategic Planning
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.
Qualifications Job Requirements
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.
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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).
Industry-Led Solution Selling
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).
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.
Market Intelligence & Strategic Planning
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.
Qualifications Job Requirements
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.
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