Job Description
As a Solution Architect at Alibaba Cloud, you are the technical seller and trusted advisor to enterprise customers. You will engage directly with C-suite executives, CTOs, and senior engineering leaders to understand their business imperatives, design tailored cloud and AI solutions, and influence technology selection in Alibaba Cloud's favor.
You will own the technical win across the full sales cycle — from discovery and architecture design through POC execution and contract closure. You are expected to command deep knowledge of cloud infrastructure, generative AI, and competitive dynamics — combined with the communication polish and business acumen to operate as a credible advisor at the highest levels.
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Solution Design and Deal Execution
- Develop tailored solutions based on customer requirements; formulate accurate product selection, POC testing 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.
Customer Engagement & Technical Discovery
- Lead discovery workshops with customer technical and business stakeholders to map current-state architecture, identify pain points, and define future-state transformation roadmaps.
- Develop customer-ready solution blueprints, architecture diagrams, deployment guides, and reference implementations that align to customer industry and regulatory requirements.
- Assess customer technical maturity and create phased migration or modernization roadmaps that close gaps in cloud architecture, AI platform deployment, or data infrastructure.
Solution Architecture & Technical Leadership
- Design end-to-end cloud and AI solutions for enterprise customers spanning compute, storage, networking, data platforms, and generative AI workloads.
- Define technical integration patterns, security architectures, and deployment models that fit within customer existing IT environments and compliance frameworks.
- Validate solution designs for technical feasibility, cost efficiency, performance, and alignment with Alibaba Cloud best practices and product roadmaps.
Deal Execution & Technical Win
- Provide direct technical leadership on customer opportunities — leading architecture reviews, competitive positioning, and executive-level presentations to senior decision-makers.
- Act as the primary technical escalation path for complex customer engagements, POCs, or production deployment blockers.
- Maintain current competitive battlecards and objection-handling guides tailored to customer evaluation criteria and rival cloud provider positioning.
Market Intelligence & Competitive Positioning
- Deliver market insight reports for specific segments based on trends, market potential, core scenarios, and customer pain points.
- Gather competitive intelligence on how rival cloud providers win in the ASEAN enterprise landscape — and recommend differentiated technical positioning and sales strategies.
Product Feedback & Influence
- Abstract and synthesize customer-driven product requirements and integration gaps; advocate for product enhancements, new features, and roadmap priorities that strengthen market competitiveness.
- Feed customer friction points and unmet needs back to product and engineering teams to inform continuous improvement.
Position Requirement
Experience
- 5+ years of experience in solutions architecture, technical consulting, partner enablement, or channel pre-sales at a cloud provider, systems integrator, or enterprise technology company.
- Demonstrated experience engaging with partner technical teams (partner CTOs, solution architects, engineering leads) to enable their go-to-market and delivery capabilities.
- Track record of designing or scaling partner-led solutions, joint offerings, or ecosystem programs in a cloud or enterprise software context.
Channel & Partner Competency
- Familiarity with cloud partner ecosystems — including partner types (SI, ISV, MSP, VAR), partner program tiers, and common engagement models.
- Experience building partner-facing collateral, training curricula, or certification programs that partners can consume independently.
- Strong advantage: prior channel pre-sales experience supporting partners through complex sales cycles, POCs, and production deployments.
Technical Competency
- Solid understanding of cloud computing fundamentals (IaaS, PaaS, SaaS) and hands-on familiarity with at least one major cloud platform.
- Ability to design reusable architecture patterns, integration frameworks, and deployment templates suitable for partner-led delivery.
- Familiarity with competitive cloud landscapes; able to analyze partner program strengths and weaknesses across providers.
- Awareness of the generative AI landscape (LLMs, RAG, fine-tuning, inference optimization). Experience enabling partners to build or deploy AI solutions is a plus.
Sales and Business Skills
- Business acumen with the ability to translate Alibaba Cloud's product strategy into partner value propositions and joint GTM plans.
- Experience in competitive environments with the ability to position Alibaba Cloud's partner program and technology against alternative ecosystems.
- Skilled in identifying partner capability gaps and prescribing structured enablement or certification paths to close them.
Communication and Collaboration
- Excellent written and verbal communication skills with the ability to deliver training, enablement, and executive briefings to diverse partner audiences.
- Proven ability to coordinate across internal teams (partner business development, product, marketing, delivery) and external partner organizations to launch joint initiatives.
Language Proficiency
- English: Full professional proficiency. Internal documentation, cross-regional collaboration, and escalations are conducted in English.
- Thai: Optional. Working proficiency or above is an advantage for participating in customer meetings, delivering presentations, and negotiating technical terms with stakeholders in Thailand.
- Chinese (Mandarin): Optional. Professional working proficiency or above is a strong advantage for engaging Greater China–based stakeholders and cross-regional coordination.
Work Habits
- Proficient in leveraging AI-powered productivity tools (e.g., ChatGPT/Claude, Copilot/Cursor/Qoder) to accelerate solution design, enablement material creation, and partner communication.
- Automation mindset: comfortable using scripts or low-code tools to streamline repetitive enablement or partner-support tasks.
