Business Development Manager – Local Public Services
Avanade is looking for Business Development Managers who are deal hunters, deal makers, originators, and self‑starters capable of developing and winning new business in a complex consulting environment with sophisticated technology solutions. The role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. It focuses on activating sales strategy in chosen accounts or territories to grow the market, coordinating with the right teams, and achieving the envisioned sales and revenue impact.
Responsibilities
- Create a business development plan to assess, qualify, develop, and shape key opportunities in client accounts, territories, and sectors to ensure continued financial health and maximum value creation for both 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.
- Develop and implement a relationship management plan for potential client accounts, both existing and new “white space” territory within an industry sector.
- Manage key client relationships in chosen accounts, collaborating with Avanade Client Account Leads (ACALs) to drive business growth.
- Understand client buying processes and stakeholder decision chains.
- Engage with clients to clarify needs and translate them into potential Avanade solution opportunities.
- Lead or support a cross‑functional internal team (technical, commercial, legal) to configure bespoke solutions that meet clients’ mid‑to‑long‑term needs.
- Negotiate client agreements with internal stakeholders, ensuring requirements are met through a compelling and differentiated value proposition.
- Act as the client champion in cross‑functional teams to build strong external relationships and meet client needs.
- Deliver outcomes as an individual contributor, acting as a player‑coach.
- Develop a personal network of senior executives and managers within the business sector, representing Avanade at major and industry events.
- Contribute to 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 that clearly articulate the business benefits from adopting Microsoft‑based solutions.
- Provide thought leadership and sales collaboration with channel partners, becoming a trusted advisor where appropriate.
Key Performance Indicators
- Booked sales target
- Pipeline target
- Forecast accuracy
Qualifications
- 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.
- Resilience in dealing with multiple client stakeholders to unify vision and strategy.
- Natural leader with extensive knowledge and experience in the industry.
- Sense of urgency for necessary actions, tools, and collaboration to make an impact.
- Collaborative with the ability to navigate multiple cultures and styles.
- Problem‑solving mindset and mature interpersonal and persuasion skills.
- Perseverance in the face of challenges and relentless commitment to higher standards.
- Continuous improvement attitude and inclination to seek and analyze data from diverse sources.
- Proficient in sales methodologies with a solid understanding of various sales techniques and strategies.
- Industry expertise within a particular region (if applicable).
- Likely 6+ years of experience in sales or business development, relationship building, and driving sales in a solution‑selling environment.
- Experience in a direct‑selling role.
Equal Employment Opportunity StatementAll employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.Avanade is committed to providing veteran employment opportunities to our servicemen and women.Please read Avanade’s Hiring and Privacy Statement for more information on how we process your data during the Recruiting and Hiring process.
#J-18808-Ljbffr…