Alibaba Cloud
Senior Business Development Manager — Cloud & AI-London
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Senior Business Development Manager
We are seeking a Senior Business Development Manager to drive the growth of Alibaba Cloud's product and services portfolio across the UK, Nordics, and Baltics. You will manage a diverse book of local enterprise and scale-up accounts, selling the full breadth of Alibaba Cloud's offerings — including compute, storage, networking, security, data, and our growing AI and machine learning portfolio. As a senior member of the team, you will engage confidently with executive-level decision-makers, lead complex commercial negotiations, and act as a trusted advisor to your accounts' leadership teams. This role combines acquiring new customers with deepening existing key account relationships. You will be the primary commercial interface between Alibaba Cloud and your assigned accounts in the region.
Key Responsibilities
- Identify, engage, and develop relationships with enterprise and scale-up customers across key industries in the UK, Nordics, and Baltics, including AI and machine learning adopters, digital-native businesses, and companies pursuing cloud migration or multi-cloud strategies
- Drive revenue growth across Alibaba Cloud's full product portfolio, with particular emphasis on AI and machine learning solutions and core infrastructure products
- Manage and grow existing key account relationships, conducting regular business reviews, tracking usage, and identifying opportunities to increase customer spend through additional products and services
- Build and maintain relationships with senior decision-makers within assigned accounts, acting as a trusted advisor on cloud strategy and technology decisions
- Develop and execute account plans and market strategies for assigned accounts, aligned to regional growth objectives and quarterly targets
- Build a strong sales pipeline through proactive prospecting, industry events, ecosystem partnerships, and referral networks
- Collaborate with solutions architects and technical teams to deliver customized proposals and product demonstrations, and coordinate with partner teams to leverage ecosystem-driven opportunities
- Negotiate and close deals, managing the full sales cycle from lead generation to contract signing
- Gather market intelligence and customer feedback to inform product development and localization efforts
- Represent Alibaba Cloud at industry conferences, customer events, developer meetups, and industry forums across the region and Europe
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What We Offer
Join one of the world's leading cloud providers at an inflection point in our international growth. You will be part of a small, high-impact team in London with direct access to senior leadership, a diverse and growing book of business, and the resources of a global technology company. We offer competitive compensation, career development within the Alibaba ecosystem, and the opportunity to shape our market strategy in one of our highest-priority growth regions.
Job Requirements
Education level
Bachelor's degree or above in Business, Marketing, Computer Science, or a related field
Hard skills required for this job
- Strong expertise in cloud computing sales (IaaS, PaaS, SaaS) and enterprise software go-to-market execution
- Solid understanding of AI/ML technologies — large language models, generative AI, model serving workflows — sufficient to position Alibaba Cloud's AI portfolio alongside core infrastructure products
- Proficiency in full-cycle sales management: prospecting, opportunity qualification, proposal development, commercial negotiation, and contract closing
- Familiarity with competitive cloud offerings (AWS, Azure, GCP) and their commercial positioning
- Experience with enterprise cloud migration projects and industry verticals relevant to GBR (media, iGaming, fintech, SaaS)
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Years of working experience and special requirements
- 5+ years of experience in business development, sales, or partnerships within cloud computing or enterprise software industries
- Demonstrated track record of achieving and exceeding sales targets across both new logo acquisition and key account growth
- Fluent English required (written and spoken); additional European languages preferred (Swedish, Finnish, Danish, Norwegian, Estonian, Latvian, Lithuanian)
- Proven experience leading complex, multi-stakeholder enterprise sales cycles and navigating C-level decision-making chains
- Experience scaling revenue across Key Accounts through upsell, cross-sell, and strategic consumption agreements
Soft skills required for this job
- Strong customer relationship building — able to develop trust with C-level and senior decision-makers and act as a strategic advisor
- Excellent communication and presentation skills — able to articulate cloud value propositions to both technical and commercial audiences
- High degree of self-motivation and independence — able to manage a diverse book of accounts with minimal supervision
- Strong commercial negotiation and problem-solving ability
- Collaborative mindset — works effectively with Solutions Architects, Channel partners, and Marketing to drive customer outcomes
Additional requirements
- Ability to balance hunting new logos with farming existing key accounts
- Willingness to travel across the GBR region (UK, Nordics, Baltics) for customer engagements and industry events
- Ability to work independently in a fast-paced, entrepreneurial environment while managing competing priorities
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