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Open nowPosted 14 days ago

商务策略专家（火山/BytePlus） - 火山引擎

ByteDance19,268 open roles

Where
Beijing, Chinese Mainland
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Your applicationOpen now商务策略专家（火山/BytePlus） - 火山引擎ByteDance · Beijing, Chinese Mainland

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The clock on this job

Early applications get read.

15.1% of postings close within 7 days. Measured by our own scanner across the market. ByteDance postings stay open a median of 9 days.

Share of postings closed within
  1. 2.4%1 day
  2. 6.5%3 days
  3. 15.1%7 days
This job: posted 14 days ago

ByteDance median: 9 days open

The posting

团队介绍：火山引擎是字节跳动旗下云和AI服务平台，将字节跳动快速发展过程中积累的增长方法、技术能力和应用工具开放给外部企业，通过云和AI技术，推进企业智能化转型，激发增长潜能。

1、定价与折扣体系； 1）建立pricing guardrails、授权矩阵（DOA，Delegation of Authority）、评审机制和升级流程，统一售价决策，搭建Pricing dashboard与分析工具，平衡增长、竞争力与盈利； 2）针对不同产品形态（云资源/大模型tokens API/SaaS席位订阅）与不同客户分层（直客/转售商/平台聚合客户），建立差异化、可解释的价格逻辑； 2、商务模式设计； 1）开展新业务/大客户商务模式设计，不局限于保底承诺、收益分成等模式，重点设计拉动增长与留存的机制； 2）搭建可调整参数的测算模型，开展毛利影响与敏感性分析，从机制上防范超发、刷单冲量、多重政策叠穿等套利行为； 3、Deal Desk/商务条款支持； 1）支持大额非标合同的价格与商务条款评审，沉淀标准条款、退守口径与审批分级； 2）缩短非标合同处理周期，提升报价与签约效率； 4、政策效果分析与迭代； 1）跟踪降价、返利政策对消费拉动、续约留存、毛利率的实际效果，开展履约跟踪、归因分析与定期复盘，持续优化政策。

1、3-5年及以上B2B/云计算/SaaS领域的定价（Pricing）、销售运营（Sales Ops/RevOps）、Deal Desk、商业财务（Commercial Finance）或战略咨询经验； 2、有从0到1设计并落地过商务政策框架的实操经历；有云计算/API/订阅制、国际化业务或渠道分销背景者优先；熟悉大模型/API计费模式（token计费、套餐订阅、资源包）或云市场定价；有Deal Desk或国际多区域商务管理经验（对汇率/税务/区域价差有理解）； 3、建模与算账能力强：能独立搭建财务与返利测算模型，精通Excel/飞书表格（复杂公式、情景与敏感性分析）；会SQL/BI工具者优先；理解毛利、现金流、收入确认（总额/净额、摊销）等概念；能独立产出可视化看板或轻量测算工具；政策设计意识：理解边际费率与全额追溯、封顶与clawback、预付与后返、保底与分成背后的激励与套利含义，能预判政策可能被“钻空子”的环节；商务条款理解：能与法务共同评估折扣、责任上限、知识产权/授权、信用控制等条款的商业影响；结构化表达：能把复杂规则提炼成销售与客户都看得懂的政策文档、一页纸与数据看板，结论先行、数字准确； 4、逻辑严谨、对数字高度敏感，不把假设当事实；有独立判断和主见，能在多方利益间做平衡与取舍，敢于在专业问题上坚持底线；跨部门沟通、推动力强，能协调国内与国际化、多区域及财务/法务/产品团队；英语可作为工作语言（需对接BytePlus国际化业务、客户与法务）；能适应政策快速迭代、反复打磨的节奏。

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