As a Solution Architect at Alibaba Cloud Thailand, you serve as the bridge between customer business needs and Alibaba Cloud's technology portfolio. You operate across the full pre-sales lifecycle — from market intelligence and opportunity creation through solution design, competitive positioning, and successful deal closure. You will work directly with senior customer stakeholders, internal product and engineering teams, and ecosystem partners to drive cloud and AI adoption across the Thai market and broader ASEAN region.
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.
Opportunity Identification and Pre-sales Engagement
- 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.
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.
Capability Building and Enablement
- 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.
Product Feedback and Improvement
- 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.
Experience
Job Requirements
- 5+ years of relevant experience in pre-sales, solutions architecture, technical consulting, or cloud sales at a cloud provider, systems integrator, or enterprise technology company.
- Demonstrated track record of engaging with senior customer stakeholders (C-level, VP/Director of Engineering, CTOs) to identify needs and influence technology decisions.
- Hands-on experience leading or contributing to mid-to-large-scale IT projects — such as cloud migration, application modernization, data platform deployment, or AI solution implementation — from discovery through contract closure.
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 end-to-end technical architectures, author solution documents and architecture diagrams, and develop POC test plans.
- Familiarity with competitive cloud landscapes; able to analyze and benchmark offerings across performance, ecosystem maturity, and service capabilities.
- Understanding of data/AI platform concepts and awareness of the generative AI landscape (LLMs, RAG, fine-tuning, inference optimization). Experience designing or deploying AI solutions is a plus.
Sales and Business Skills
- Strong business acumen with the ability to translate customer business objectives into technical roadmaps and solution strategies.
- Experience in competitive deal environments with the ability to develop displacement strategies and client-ready competitive analysis.
- Skilled in opportunity qualification, risk anticipation, and proposing alternative approaches to preserve deal momentum.
Communication and Collaboration
- Excellent written and verbal communication skills with the ability to deliver polished presentations to executive audiences and technical deep-dives to engineering teams.
- Proven ability to coordinate cross-functional teams (sales, product, R&D, delivery, partners) to achieve shared objectives.
- Experience conducting training, enablement, or evangelism sessions for internal or external audiences.
Language Proficiency
- Thai: Full professional proficiency. Capable of leading customer meetings, delivering presentations, and negotiating technical terms independently in Thai.
- English: Full professional proficiency. Internal documentation, cross-regional collaboration, and escalations are conducted in English.
- 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, documentation, and customer communication.
- Automation mindset: comfortable using scripts or low-code tools to streamline repetitive pre-sales tasks.
