Business Development Manager – Financial Services (FS)
In support of our continued growth journey, we need to capitalize our capabilities and have identified the need to further expand our sales team as a priority area for growth. Our aim is to grow our net new customer acquisition and core business through increased sales focus, driving the growth strategy and delivering sales and revenue targets. As a Sales Lead, you will be instrumental in ensuring we achieve these objectives.
The FS sales role will be focused across all sectors for origination of new logos into the business. Your focus will be on the mid‑market – outside of the larger banks, investment houses and insurance brokers we have seen huge growth in the smaller enterprises and your role will be to target and expand this segment.
This is an important role with wide‑ranging and often complex responsibilities, which call for a depth and breadth of business knowledge beyond the business development discipline. You will be capable of developing long‑lasting customer relationships at a senior level and gaining referrals with new accounts. As a Sales Lead, you will have a deep understanding of the needs of the various sales channels and will leverage your experience to maximize return and drive value.
You will be responsible for working in our direct to market channel (working with Microsoft and our other partners) and have a demonstrable and proven track record in new business experience, in acquisition of white space accounts for the industry. With previous, solid consulting services sales experience and a flair for closing deals, you will thrive working with colleagues in a wider team using innovation and exciting customers with your enthusiasm. Your strong connections and your tenacity to be an assertive partner, along with your background in high value solutions across the full Microsoft stack services (from advisory services, system integration, to managed services) will attest to your credibility with senior partners and clients.
You will have the opportunity to support, shape and grow our FS business within a global company; one who is also the Microsoft #1 Partner globally.
Day To Day, You Will
- Identify and engage with new clients to expand our client portfolio in the mid‑market.
- Identify new 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 organizations.
- Specialize in the sale of one or more key technologies in the Microsoft stack including Apps & Infra; Modern Workplace; Data & AI and Security.
- Generate sales and drive revenue, typically in low‑to‑medium risk and return sales activities.
- Lead customer relationships for new accounts.
- Prospect, acquire, develop and expand business leads.
- Achieve short and long‑term sales growth by increasing cross‑selling activities within existing and new accounts.
- Be accountable for an individual sales target.
- Manage the full sales life cycle from origination of opportunities through to contracting and closure.
Qualifications
Qualifications and skills required include:
- Extensive experience in selling solutions, including large‑scale, multi‑year solutions.
- In‑depth knowledge and experience of the Microsoft ecosystem, its channels and how to optimise Avanade’s engagement and success.
- Experience and knowledge of the managed service landscape within the UK.
- Ability to identify and complete market research on new client targets for the FS sector.
- Capability to create and deliver a contact and origination plan against identified target customers.
- Proactive and practical assessment of customer requirements and selection of appropriate solutions.
- Strong customer interface and presentation skills, with a customer‑service mindset.
- Skillful negotiator, confident in acting as a trusted adviser when dealing with customers’ business needs.
- Experience selling the Microsoft stack is a significant advantage.
- Experience working with and selling IT solutions to clients.
- Experience working with average deal sizes in excess of $250k.
- Previous experience collaborating with Microsoft account executives and account teams to drive sales.
- Successfully achieving sales targets in excess of $3m+ in a year (depending on level).
- Superior knowledge and experience with sales pipeline management and sales and revenue quotas.
- Ability to navigate negotiation phases at C‑suite level.
- Ability to act as a trusted adviser in addressing customers’ business needs.
- Solid account planning skills (utilizing the global standard account plan document).
- Solid understanding of Avanade solutions, Microsoft products, and technology services and competitive offerings.
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