Business Development Manager – Resources

Summary

Avanade is recruiting Business Development Managers (BDM) for the Energy & Utilities business unit. The role focuses on acquiring net-new clients and expanding our portfolio of technology consulting solutions in a complex, multi‑channel environment.

Sales territories will cover the following industry sub‑sectors within the United Kingdom:

• Exploration and Production (Oil & Gas)
• Energy
• Energy Procurement & Construction (EPC) including renewables
• Refining & Processing (Bitumen, Lubes, Fuels & LNG)
• Storage (Gas & Carbon Capture)
• Fuels Retail
• Capital Project Construction (including storage and generation of energy – gas, wind, solar, hydro, biofuels, batteries)
• Chemicals (Production, Oil Refining, R&D, Storage & Transportation)
• Commodities & Energy Trading (selling derivatives of energy, industrial metals, agricultural products, precious metals, exchanges, transport and ports)
• Mining and Mining Services
• Industry bodies & Regulators (IOGP, NESO, Energy Traders Europe, etc.)
• Sustainability (NetZero, emission reporting & regulation)

Key Responsibilities

• Identify and engage new clients to expand the client portfolio.
• Identify sales opportunities across key channels to increase sales volume.
• Assist management in devising sales plans and strategies.
• Sell a portfolio of Avanade and/or third‑party software products directly to end‑user organisations.
• Specialise in the sale of one or more key technologies in the Microsoft stack (Applications, Cloud Services, Modern Workplace, Data, AI and Security).
• Generate sales revenue in low‑to‑medium risk and return activities.
• Lead relationships for new accounts; prospect, acquire, develop and expand business leads.
• Support the wider Account Leadership team and provide leadership on specific opportunities.
• Achieve short‑ and long‑term sales growth through cross‑selling within existing and new accounts.
• Accountable for an individual sales target and full sales life‑cycle management (origination to contracting and closure).

Qualifications & Experience

• Extensive experience selling solutions, especially large‑scale, multi‑year solutions.
• Proven track record in new business acquisition and closing deals with white‑space accounts for the Energy, Chemicals and Natural Resources sector.
• In‑depth knowledge of the Microsoft ecosystem, its channels, and optimisation of Avanade’s engagement.
• Experience with the managed‑service landscape within the UK.
• Strong customer interface and presentation skills with a customer‑service mindset.
• Skilful negotiator, confident at the c‑suite level.
• Experience selling digital solutions on the Microsoft technology platform.
• Experience working with and selling IT solutions to clients.
• Average deal sizes in excess of £250k.
• Successfully achieved sales targets of $4–7m+ in a year (depending on level).
• Superior knowledge of sales pipeline management and quota attainment.
• Solid account planning skills (utilising the global standard account plan).
• Solid understanding of Avanade solutions, Microsoft products and competing offers.

Additional Information

• Identify and complete market research on new client targets within the Energy, Chemicals and Natural Resources sectors.
• Create and deliver a contact and origination plan against identified target customers.
• Work partner channels to collaboratively identify targets.
• Create 30‑, 60‑, and 90‑day plans from onboarding, tracking and reporting progress to senior leadership.

#J-18808-Ljbffr…