1. 岗位目标 | Position Purpose
中文
负责数字基础设施及新兴技术领域的战略业务发展，重点聚焦数据中心、数字化合规、网络安全及相关工程建设领域。
该岗位的核心目标是识别新兴市场需求及战略客户机会，将 TÜV SÜD 现有的安全、合规、网络安全、工程质量及技术风险管理能力进行跨业务整合，并转化为面向客户的综合解决方案。
通过市场开发、战略客户拓展、业务设计、项目解决方案设计以及跨事业部协同，将新的客户需求转化为可执行、可交付、可复制和可规模化发展的业务机会，从而推动 TÜV SÜD 在数据中心及其他新业务领域建立新的业务增长点。
English
The position is responsible for driving strategic business development in digital infrastructure and emerging technology sectors, with a particular focus on data centers, digital compliance, cybersecurity and related engineering projects.
The key purpose of the role is to identify emerging market needs and strategic customer opportunities, integrate TÜV SÜD’s existing capabilities in safety, compliance, cybersecurity, engineering quality and technical risk management, and transform these capabilities into integrated, customer-oriented solutions.
Through market development, strategic customer acquisition, business design, project solution development and cross-business collaboration, the role will convert emerging customer needs into executable, deliverable, repeatable and scalable business opportunities, supporting the development of new growth areas for TÜV SÜD.
2. 主要岗位职责 | Key Responsibilities
2.1 战略市场与业务机会开发
Strategic Market & Business Opportunity Development
中文
- 关注数据中心、数字基础设施、网络安全及相关新兴行业的发展趋势和市场需求。
- 识别 TÜV SÜD 现有技术能力可以进入的新应用场景及业务领域。
- 分析客户投资、设计、建设、调试及运营阶段潜在的安全、合规和技术风险需求。
- 识别目标市场、重点客户、战略项目及潜在业务机会。
- 建立并持续发展新业务机会 Pipeline，推动机会转化为实际项目。
- 探索能够形成长期增长的新服务、新解决方案及业务模式。
English
- Monitor market developments and customer needs in data centers, digital infrastructure, cybersecurity and other relevant emerging sectors.
- Identify new application areas where TÜV SÜD’s existing technical capabilities can be expanded.
- Analyze customer needs related to safety, compliance and technical risk throughout the investment, design, construction, commissioning and operation lifecycle.
- Identify target markets, strategic customers, key projects and potential business opportunities.
- Build and continuously develop a pipeline of new business opportunities and drive their conversion into projects.
- Explore new services, integrated solutions and business models with long-term growth potential.
2.2 战略客户开发
Strategic Customer Development
中文
- 识别并开发数据中心及数字基础设施领域的重点客户和战略合作伙伴。
- 建立并发展与业主、投资方、开发商、EPC、设计单位、设备供应商及运营方等目标客户的业务联系。
- 深入理解客户业务目标、项目需求及关键技术风险。
- 组织并支持客户交流、技术研讨、业务推介及解决方案 Workshop。
- 将早期客户需求转化为明确的业务机会和潜在项目。
- 支持与战略客户建立长期、可持续的业务合作关系。
English
- Identify and develop strategic customers and business partners in the data center and digital infrastructure sectors.
- Build and develop business relationships with relevant owners, investors, developers, EPCs, designers, equipment suppliers and operators.
- Develop a strong understanding of customer business objectives, project requirements and key technical risks.
- Organize and support customer engagements, technical workshops, business presentations and solution workshops.
- Translate early-stage customer needs into clearly defined business opportunities and potential projects.
- Support the development of sustainable, long-term relationships with strategic customers.
2.3 综合业务与价值主张设计
Integrated Business Proposition Development
中文
- 从客户及行业需求出发，对 TÜV SÜD 内部相关技术和服务能力进行识别与整合。
- 将分散的技术服务转化为客户易于理解的综合价值主张。
- 根据客户项目生命周期设计整体服务框架，包括投资、设计、采购、建设、调试及运营等不同阶段。
- 协调安全、合规、网络安全、工程质量以及技术风险管理等不同专业能力。
- 识别现有服务能力之间的接口、协同机会及潜在能力缺口。
- 支持开发面向重点行业的整体 Solution Portfolio、Service Package 及市场材料。
English
- Identify and integrate relevant TÜV SÜD technical and service capabilities based on customer and industry needs.
- Transform individual technical services into clear and compelling integrated customer value propositions.
- Design integrated service frameworks covering relevant phases of the customer project lifecycle, including investment, design, procurement, construction, commissioning and operation.
- Coordinate capabilities across safety, compliance, cybersecurity, engineering quality and technical risk management.
- Identify interfaces, potential synergies and capability gaps across existing service areas.
- Support the development of integrated solution portfolios, service packages and market-facing materials for target sectors.
2.4 业务设计与解决方案开发
Business Design & Solution Development
中文
- 将客户需求转化为清晰的业务场景、服务需求和解决方案架构。
- 开展客户需求与 TÜV SÜD 内部能力的 Capability Mapping。
- 与相关技术专家及业务团队共同设计综合解决方案。
- 定义整体服务范围、工作包、技术接口及交付边界。
- 支持制定 Scope of Work、技术方案及商务方案。
- 协调内部专家参与关键项目的方案设计及技术商务澄清。
- 在确保技术可行性及交付能力的基础上，提高解决方案的客户价值和业务竞争力。
English
- Translate customer requirements into clearly defined business scenarios, service requirements and solution architectures.
- Conduct capability mapping between customer needs and relevant TÜV SÜD competencies.
- Develop integrated solutions jointly with relevant technical experts and business teams.
- Define overall service scope, work packages, technical interfaces and delivery boundaries.
- Support the preparation of Scope of Work, technical concepts and commercial proposals.
- Coordinate internal experts for solution development and technical/commercial clarification of strategic projects.
- Enhance customer value and business competitiveness while ensuring technical feasibility and deliverability.
2.5 跨事业部业务整合与协同
Cross-Business Integration & Collaboration
中文
- 作为新业务领域的 Business Integrator / Opportunity Orchestrator，推动跨事业部协作。
- 识别各业务单元及技术团队能够为目标客户和项目提供的技术能力。
- 协调不同专业团队共同开发综合解决方案。
- 推动形成统一、清晰的客户价值主张和业务接口。
- 促进跨业务单元、跨区域的客户及项目协同。
- 支持解决业务开发阶段的跨团队接口问题，为客户提供更加完整、协调的服务体验。
English
- Act as a Business Integrator / Opportunity Orchestrator for strategic new business areas.
- Identify relevant capabilities across business units and technical teams for target customers and projects.
- Coordinate multidisciplinary teams in developing integrated solutions.
- Facilitate a consistent and clearly defined customer value proposition and business interface.
- Promote collaboration across business units and regions for strategic customers and projects.
- Support the resolution of cross-functional interfaces during business development to provide customers with a coordinated and integrated service approach.
2.6 新业务孵化与规模化
Business Incubation & Scaling
中文
- 通过重点客户和示范项目验证新的业务模式和综合解决方案。
- 总结首批项目中的客户需求、服务模式和交付经验。
- 推动定制化项目逐步转化为标准化、模块化的 Service Package。
- 建立可复制的解决方案、Sales Toolkit、案例及 Reference。
- 支持区域及相关业务团队推广成熟解决方案。
- 推动成功模式在更多客户、区域和项目中的复制。
- 将单一项目机会逐步发展为可持续、可规模化的新业务领域。
English
- Validate new business models and integrated solutions through strategic customers and pilot/reference projects.
- Capture customer requirements, service models and delivery experience from initial projects.
- Support the transformation of customized project solutions into standardized and modular service packages.
- Develop repeatable solutions, sales toolkits, reference cases and supporting materials.
- Enable regional and relevant business teams to promote established solutions.
- Facilitate replication of successful business models across customers, regions and projects.
- Develop individual project opportunities into sustainable and scalable business areas.
3. 关键工作成果 | Key Deliverables
该岗位的绩效输出建议不要只定义为“销售额”，还应关注新业务建立本身。
中文
主要工作成果包括：
- 目标市场及重点客户地图
- 战略客户及新业务 Opportunity Pipeline
- 客户需求与 TÜV SÜD Capability Mapping
- 综合业务价值主张
- 数字基础设施 / 数据中心 Solution Portfolio
- 战略项目整体解决方案及 Scope of Work
- 跨事业部业务协作模式
- Pilot / Reference Projects
- 标准化及可复制的 Service Packages
- 新业务领域的规模化发展路径
English
Key deliverables include:
- Target market and strategic customer mapping
- Strategic customer and new business opportunity pipeline
- Customer need and TÜV SÜD capability mapping
- Integrated customer value propositions
- Digital infrastructure / data center solution portfolio
- Integrated solutions and Scope of Work for strategic projects
- Cross-business collaboration models
- Pilot and reference projects
- Standardized and repeatable service packages
- Scalable development models for new business areas
4. 任职要求 | Qualification & Experience
中文
- 工程、信息技术、自动化、电气、机械、安全、网络安全或相关专业背景。
- 具备战略业务发展、技术咨询、工程服务、解决方案销售或类似工作经验。
- 对数据中心、数字基础设施、工业数字化或大型工程项目具有较强的业务理解能力。
- 能够理解客户技术需求，并将技术能力转化为业务解决方案。
- 具备较强的跨部门协调以及复杂项目 Stakeholder Management 能力。
- 能够与技术专家及管理层进行有效沟通。
- 具备良好的中英文沟通及业务方案表达能力。
- 具备较强的战略思维、商业敏感度和新业务开拓意识。
English
- Degree or relevant professional background in engineering, IT, automation, electrical engineering, mechanical engineering, safety, cybersecurity or a related discipline.
- Relevant experience in strategic business development, technical consulting, engineering services, solution sales or similar roles.
- Strong business understanding of data centers, digital infrastructure, industrial digitalization and/or large-scale engineering projects.
- Ability to understand customer technical requirements and translate technical capabilities into business solutions.
- Strong cross-functional coordination and stakeholder management capabilities.
- Ability to communicate effectively with both technical experts and management stakeholders.
- Strong communication and business presentation skills in both Chinese and English.
- Strong strategic thinking, commercial awareness and entrepreneurial mindset.
5. 核心能力 | Core Competencies
Strategic Business Development
战略业务开发与新市场识别
Customer Development
战略客户开发与需求洞察
Business Design
业务模式及服务组合设计
Solution Development
综合解决方案设计
Business Integration
跨事业部能力整合
Stakeholder Management
跨部门及客户关系管理
Technical-to-Business Translation
将技术能力转化为客户价值和商业机会
Business Incubation & Scaling
新业务孵化及规模化复制
6. 岗位核心价值 | Role Value Proposition
中文
连接市场需求、客户机会与 TÜV SÜD 技术能力，将分散的专业能力整合为客户可理解、项目可实施、组织可交付并能够规模化复制的解决方案，从而在数据中心、数字基础设施、数字化合规及网络安全等新兴领域创造新的业务增长机会。
English
Connect emerging market needs and strategic customer opportunities with TÜV SÜD’s technical capabilities, transforming multidisciplinary expertise into customer-oriented, executable, deliverable and scalable solutions that create new growth opportunities in data centers, digital infrastructure, digital compliance and cybersecurity.
最简洁的岗位逻辑
Market → Customer → Need → Capability Integration → Solution → Project → Reference → Scale