Business Development Manager – Central Government
Avanade is looking for Business Development Managers who are deal hunters, deal makers, originators and self‑starters who can develop and win new business in a complex consulting environment with sophisticated technology solutions. The Business Development role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. This focus is on activating sales strategy in chosen accounts or territories to grow the market, coordinating with the right teams, achieving the envisioned sales and revenue impact, and bringing necessary support through the business, tools and other requirements to embed new ways of delivering value to clients across a complex landscape.
Responsibilities
- Business Growth
- Create a business development plan to assess, qualify, develop, and shape key opportunities in client accounts, territories, sectors and ensure continued financial health and maximum value creation for both our clients and Avanade.
- Work closely with partners and alliances (Microsoft, Accenture, and ecosystem partners) to grow the book of business.
- Build and maintain strong long‑term relationships with key decision‑makers and influencers within client organizations in support of business development objectives.
- Develop and implement a relationship management plan for potential client accounts to identify and build relationships.
- Manage key client relationships in chosen accounts, collaborating with Avanade Client Account Leads to drive business growth.
- Understand client’s buying processes and stakeholder decision chains.
- Engage with clients to clarify client needs and translate them into potential Avanade solution opportunities.
- Lead or support a cross‑functional internal team to configure bespoke solutions that meet the client’s mid‑ to long‑term needs.
- Negotiate client agreements, ensuring that client requirements are met through a compelling and differentiated value proposition.
- Act as a player‑coach, delivering outcomes as an individual contributor.
- Market Strategy
- Develop a personal network of senior executives and managers within the business sector and relevant advisory and regulatory bodies.
- Represent the organization at major business sector events.
- Contribute to the account strategies across Avanade’s portfolio of complex accounts.
- Leverage market intelligence to optimize and broaden Avanade’s business positioning and enhance its reputation.
- Craft and deliver value‑oriented proposals to the client that clearly articulate the business benefits from adopting Microsoft‑based solutions from Avanade.
- Provide thought leadership and sales collaboration with channel partners and become a trusted advisor for the channel in chosen accounts.
Key Performance Indicators
- Booked sales target
- Pipeline target
- Forecast accuracy
Skills & Experiences
- Client focused
- Business insights
- Action‑oriented
- Ensures accountability
- Communicates effectively
- Interpersonal savvyDrives results
- Persuades
- Builds networks
- Manages complexity
- Collaborates
- Proficient in sales methodologies
- Industry expertise and navigating industry trends
- 6+ years of experience in sales or business development, relationship building, or solution‑selling environment
- Experience in a direct selling role
About You
Proven track record of selling large‑scale consulting engagements that include global delivery within the industry (deals over $1M in size and total quota over $5M). Highly organized with strong time‑management and coordination skills. Resilient in dealing with multiple client stakeholders to unify vision and strategy. Natural leader, collaborative, and able to navigate multiple cultures and styles. Problem‑solving mindset with mature interpersonal and persuasion skills. Relentless commitment to higher standards balanced with a pragmatic outlook and continuous improvement.
Benefits & Culture
- Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row)
- Extensive training and development (minimum 80 hours per year for training and paid certifications)
- Real‑time access to technical and skilled resources globally
- Dedicated career advisor to encourage your growth
- Inclusive, diverse culture with a deep sense of belonging for all employees
- Focus on empowerment, boldness, and celebrating progress
- Commitment to your growth, well‑being, and success
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