Solution Architect - Digital Native & Channel Sector

Responsibilities

## Job Responsibilities

### Market Insight and Competitive Analysis

- Based on demand information including development trends, market size, core scenarios, and pain points of segmented fields, deliver market insight analysis reports for those segments.

- Gather competitive intelligence; through analysis of competitors' strategies and solutions in competitive projects, propose differentiated competitive strategies.

### Opportunity Identification and Pre-sales Guidance

- Lead pre-sales engagement with key decision-makers of customers, communicate in the customer's language, earn trust, uncover genuine customer needs, and generate qualified business opportunities.

- Gain in-depth understanding of the customer's current business and technology landscape as well as development trends, and build a comprehensive and accurate customer business and technology profile.

### Solution Design and Promotion

- Develop tailored solutions based on customer requirements; formulate the right product selection strategy, POC testing strategy, bidding strategy, and product configuration strategy for each project, drive contract signing, and continuously ensure growth of Alibaba Cloud's share within the customer.

- Drive the incubation and scaled replication of public cloud solutions across industry segments.

- Promptly identify and address technical and project risks during solution implementation, collaborate with product, R&D, and delivery teams to ensure smooth contract fulfillment, and realize revenue conversion.

### Knowledge Accumulation and Enablement

- Accumulate and document reusable knowledge assets such as general cloud architecture templates, best practice recommendations, and industry-specific case studies for segmented fields and scenarios.

- Deliver presentations, evangelism, and enablement training sessions for sales teams and ecosystem partners.

### Product Requirement and Defect Feedback

- Abstract and consolidate product requirements and defects from industry segments, drive product improvements, new product initiation, and launch of major features to enhance product competitiveness.

Requirements

## Qualifications & Requirements

- 5+ years of relevant work experience

- Pre-sales, development, or operations experience at an internet or software company

### Technical Solutions Architect (SA)

- Hands-on pre-sales support experience with LLM, AI & MaaS solutions and MaaS products

- **Customer Engagement & Solution Delivery:** Experience liaising with customers' technical and business teams; able to uncover pain points and propose matching solutions; proven track record of writing solution documents, architecture diagrams, and PoC test plans, and delivering technical presentations to stakeholders at various levels within the customer organization

- **Problem Solving & Incident Handling:** Experience tackling challenges in architecture design or project implementation (e.g., performance bottlenecks, compatibility issues, cost optimization), with the ability to propose viable solutions based on hands-on experience; prior hands-on troubleshooting experience in project delivery or on-site customer support is preferred

- Ability to identify and understand customer needs, and formulate product selection strategies

- Ability to coordinate across departments to achieve objectives, communicate effectively with customers, and drive successful project delivery

- Familiar with the functional architecture and applicable scenarios of Alibaba Cloud's seven core AI computing and platform products; able to design and optimize end-to-end large model and intelligent computing systems based on customer requirements

- Capable of delivering full-stack general computing / intelligent computing solutions spanning training, inference, and industry applications, and formulating product and go-to-market strategies to drive business implementation

- Able to deliver high-quality solution presentations to mid- and senior-level customer stakeholders, influencing their technology selection decisions

- Able to independently build technical trust with customer CTOs, Deputy CTOs, and below, influence their cloud adoption strategy, and guide customers toward technology choices favorable to Alibaba Cloud

- In-depth knowledge of the product portfolios and technology roadmaps of 3-5 major competitors

- Able to analyze competitors' strengths and weaknesses in terms of performance, ecosystem, and services

- Able to produce customized competitive analysis reports

- **Opportunity Management Collaboration:** Participate in opportunity assessment, evaluating technical feasibility and competitive risks

- **Risk Anticipation & Mitigation:** Proactively identify and flag risks related to technology, resources, and timelines, and propose alternative solutions

- **Internal Training Support:** Participate in sales enablement sessions, explaining complex product features and competitive comparisons