- Location
- Shanghai, CN
- Department
- Sales
- Seniority
- Manager
- Experience
- 3+ years
- Closing date
- Today
- Source
- iCIMS
Description
About us
Join us at Orange Business!
We are a network and digital integrator that understands the entire value chain of the digital world, freeing our customers to focus on the strategic initiatives that shape their business.
Every day, you will collaborate with a team dedicated to providing consistent, sustainable global solutions, no matter where our customers operate. With over 30,000 employees across Asia, the Americas, Africa, and Europe, we offer a dynamic environment to develop and perfect your skills in a field filled with exciting challenges and opportunities.
About the role
Strategic Account Manager – Chinese Hyperscaler / Cloud & AI Infrastructure
Position Overview
We are looking for a Strategic Account Manager to support and grow one of our key Chinese hyperscaler accounts in its international business expansion. The role will focus on overseas opportunities across cloud infrastructure, data center, connectivity, AI infrastructure, and related managed services.
This role is best suited for a commercially strong candidate who is fluent in Chinese and English, has experience working on overseas technology or infrastructure opportunities, and ideally brings existing exposure to hyperscalers, cloud service providers, or Chinese internet companies expanding internationally.
The successful candidate will work closely with the Global Account Director, regional sales teams, solution experts, legal, finance, procurement, and delivery teams across multiple countries. This is a highly cross-functional role requiring strong commercial ownership, customer-facing capability, and the ability to drive complex opportunities across regions.
Key Responsibilities
1. Strategic Account Management & Customer Engagement
Support the overall account strategy for a leading Chinese hyperscaler’s international business.
Manage day-to-day engagement with customer stakeholders across procurement, business, technical, legal, finance, infrastructure, and project teams.
Build and maintain trusted relationships with customer contacts at different levels.
Understand the customer’s international expansion needs, especially around overseas cloud, AI infrastructure, data center capacity, network services, and local delivery requirements.
Prepare customer-facing materials, meeting notes, follow-up actions, commercial summaries, and internal briefings.
2. Opportunity Development & Sales Execution
Identify, qualify, and drive new business opportunities related to overseas cloud infrastructure, data center colocation, connectivity, managed services, and AI/GPU infrastructure.
Support deal structuring, pricing discussions, proposal preparation, contract alignment, and commercial negotiation.
Coordinate with internal stakeholders to develop solutions that are commercially viable, technically feasible, and aligned with customer expectations.
Track opportunities from early-stage discussion through proposal, negotiation, contract signature, and delivery handover.
3. Cross-Regional Coordination
Work with regional teams across Europe, Middle East, Africa, APAC, LATAM, and other markets to support the customer’s global requirements.
Coordinate local support from regional teams, including data center partners, legal, tax, finance, logistics, delivery, and service management.
Help ensure regional teams provide timely, effective, and accountable support to global opportunities.
Act as a bridge between customer requirements and internal regional capabilities.
4. Complex Deal & Project Support
Support complex infrastructure deals involving data center capacity, power, SLA, PUE, ramp-up, fit-out, smart hands, local compliance, and contract back-to-back alignment.
Assist in preparing commercial assumptions, risk summaries, customer presentations, internal approval materials, and escalation documents.
Work with legal and finance teams to ensure key terms are understood, tracked, and aligned with customer contracts and supplier agreements.
Follow up on delivery milestones, customer issues, and commercial risks after contract signature.
5. Internal Reporting & Business Governance
Maintain accurate pipeline, forecast, action tracker, and account activity records.
Prepare regular updates for account leadership and senior management.
Support internal governance processes, including opportunity review, pricing approval, contract review, risk review, and executive briefing.
Help drive discipline around follow-up actions, ownership, and deadline management across internal teams.
About you
Required Experience & Skills
3–7 years of experience in B2B sales, account management, business development, or commercial project management, preferably in telecom, cloud, data center, IT infrastructure, managed services, or technology services.
Native-level or business-fluent Mandarin Chinese is required, with the ability to communicate effectively with Chinese customer stakeholders across procurement, business, technical, legal, and management teams.
Strong English communication skills are required, including the ability to independently prepare business emails, meeting summaries, proposals, internal briefings, commercial documents, and executive-level presentations.
Prior experience supporting overseas business, international customers, cross-border projects, or multi-country commercial opportunities is required.
Strong ability to manage complex B2B opportunities involving multiple stakeholders, long sales cycles, pricing discussions, legal review, commercial negotiation, and delivery coordination.
Good commercial understanding of contract terms, service scope, pricing models, SLA, risk allocation, and customer negotiation dynamics.
Strong ownership mindset, attention to detail, and ability to follow through under pressure.
Comfortable working across time zones, cultures, and regional organizations.
Ability to work independently while closely aligning with senior sales leadership and internal stakeholders.
Preferred Qualifications
Existing network or prior working experience with hyperscalers, cloud service providers, Chinese internet companies, or large technology companies expanding overseas would be a strong advantage.
Experience engaging with Chinese hyperscaler customers, especially across cloud, infrastructure, procurement, data center, network, or AI infrastructure topics, is highly preferred.
Understanding of data center commercial models, including MRC/NRC, power charging, PUE, SLA, ramp-up, fit-out, and smart hands, would be a strong plus.
Exposure to AI infrastructure, GPU-related infrastructure, cloud regions, or international data center capacity projects would be a plus.
Prior experience coordinating with legal, finance, procurement, tax, logistics, delivery, and regional sales teams in multiple countries would be highly valued.
Familiarity with the working style of Chinese hyperscalers, including fast-paced decision-making, procurement-driven negotiation, frequent scope changes, and cross-border delivery requirements, would be a strong plus.
Key Success Factors
The ideal candidate is not only a salesperson, but also a strong coordinator and deal driver. This person should be able to understand customer needs, push internal teams for support, identify risks early, and help turn complex international opportunities into executable business.
Success in this role requires persistence, structure, responsiveness, and the ability to balance customer demands with internal commercial and operational reality.
The candidate should be comfortable working in a fast-moving environment where customer requirements may evolve quickly, internal alignment can be complex, and commercial judgment is needed to move opportunities forward without losing control of risk, scope, or accountability.
Suggested Candidate Profile
This role would be a strong fit for candidates with one or more of the following backgrounds:
B2B sales or account management experience in telecom, cloud, data center, managed services, or IT infrastructure.
Experience supporting Chinese technology companies in their overseas business expansion.
Prior role in a hyperscaler, cloud service provider, data center provider, telecom operator, system integrator, or international technology service provider.
Commercial or project-driven role involving cross-border coordination, regional delivery, complex pricing, contract negotiation, or infrastructure deployment.
Strong bilingual communication capability, with the confidence to work with Chinese customers and international internal teams at the same time.
You bring a can-do attitude, tackle challenges head-on and challenge the status quo with new and innovative ideas.
What we offer
- Global Opportunities: Work in multi-national teams with opportunity to collaborate with colleagues and customers from all over the world.
- Flexible Work Environment: Flexible working hours and possibility to combine work from office and home (hybrid ways of working).
- Professional Development: Training programs and upskilling/re-skilling opportunities.
- Career Growth: Internal growth and mobility opportunities within Orange.
- Caring and Daring Culture: Health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
- Reward Programs: Employee Referral Program, Change Maker Awards.