Global Key Account Solutions Architect; FSI

Market Insights & Competitive Analysis

• Deliver market insight analysis reports for specific segments based on trends, market potential, core scenarios, and pain points.
• Gather competitive intelligence and develop differentiated competitive strategies through analysis of competitors’ approaches and solutions in competing projects.

• Lead pre‑sales engagement with key customer decision‑makers by communicating in the customer’s business context to build trust, uncover genuine needs, and generate qualified sales opportunities.
• Conduct in‑depth analysis of the customer’s current business and technology landscape and future trends to establish comprehensive and accurate business‑technology profiles.

• Develop tailored solutions based on customer requirements; formulate accurate product selection, POC testing counter strategies, bidding, and product configuration strategies throughout the project lifecycle to secure contract signing and continuously drive increased Alibaba Cloud wallet share within the customer account.
• Accelerate incubation and scalable replication of public cloud solutions across specific segments.
• Proactively identify and mitigate technical and project risks during solution implementation; collaborate with product, R&D, and delivery teams to ensure successful execution and revenue realization.

• Institutionalize reusable knowledge assets—including cloud architecture templates, best practices, and domain‑specific case studies—tailored for specific industries or scenarios.
• Conduct evangelism, advocacy, and enablement training sessions for sales teams and ecosystem partners.

• Abstract and synthesize product requirements and defects specific to industry segments; drive product enhancements, new product initiatives, and major feature launches to strengthen product competitiveness.

• Lead direct‑report teams or cross‑functionally align virtual teams to achieve business objectives; based on external competitive dynamics and industry segment trends, own the development of comprehensive sales playbooks or strategy documents (e.g., solution guides, enablement materials, implementation plans).
• Deliver high‑quality external technical presentations or speak at industry conferences to influence customer technology decisions and establish Alibaba Cloud’s technical leadership.

• Over 5 years of relevant work experience
• Pre‑sales, development, or operations experience at internet or software companies
• Sales‑Oriented SA
• Project Delivery and Architecture Implementation
  
  Experience:
  
  Hands‑on experience participating in or leading mid‑to‑large‑scale IT projects (cloud migration, data center relocation, application modernization, digital transformation) from 0 to 1; capable of translating customer requirements into implementable technical architectures and guiding execution.
• Cross‑Industry and Multi‑Scenario
  
  Experience:
  
  Proven track record designing solutions across diverse customer industries (finance, internet, retail, government, etc.); familiar with best practices in typical scenarios such as cloud migration, microservices transformation, and big data/AI platform deployment.
• Technical SA
• Customer Communication and Solution Delivery
  
  Experience:
  
  Experience interfacing with customer technical and business teams to identify pain points and propose tailored solutions; demonstrated ability to author solution documents, architecture diagrams, and PoC test plans, and deliver technical presentations to stakeholders at various levels.
• Problem‑Solving and Incident Handling
  
  Experience:
  
  Able to propose practical solutions for challenges encountered during architecture design or project implementation (e.g., performance bottlenecks, compatibility issues, cost optimization); prior hands‑on troubleshooting experience during project delivery or on‑site customer support is preferred.
• Identify and understand customer needs, and formulate product selection strategies.
• Coordinate cross‑functional…