Overview
Business Development Manager – Financial Services (FS). In support of our growth, we aim to expand our sales team to grow net new customer acquisition and core business through increased sales focus, driving the growth strategy and delivering sales and revenue targets. The FS sales role will be focused across all sectors for origination of new logos into the business, with a focus on the mid-market (outside of larger banks, investment houses, and insurance brokers). This role requires depth and breadth of business knowledge beyond the business development discipline, with the ability to develop long-lasting relationships at a senior level and gain referrals with new accounts. You will leverage experience to maximize return and drive value through knowledge of sales channels and partnerships. The role involves working in our direct-to-market channel (working with Microsoft and other partners) and a proven track record in new business, including acquisition of white space accounts for the industry.
Responsibilities
- 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 and the full sales lifecycle from origination of opportunities through contracting and closure.
Qualifications
- Extensive experience in selling solutions and large-scale multiyear engagements; able to work with customer teams to identify opportunities from lead generation to closing deals.
- In-depth knowledge and experience of the Microsoft ecosystem, its channels, and how to optimize engagement and success.
- Experience and knowledge of the managed service landscape within the UK.
- Role is 90% focused on acquiring net-new clients/logos with demonstrable experience in identifying targets and completing market research on new client targets for the FS sector; creating and delivering origination plans against identified target customers.
- Ability to assess customer requirements and select appropriate methods, leveraging sales leadership and specialists across the UKI business.
- Strong account planning skills and solid understanding of Avanade solutions, Microsoft products and technology services.
- Experience selling IT solutions to clients and with Microsoft account executives and account teams to drive sales is highly advantageous.
- Experience achieving sales targets in excess of $3m+ annually and handling average deal sizes above $250k.
- Superior knowledge of sales pipeline management, and sales and revenue quotas.
- Ability to navigate negotiation phases at the c-suite level and act as a trusted adviser to address customers’ business needs.
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