Business Development Manager - Local Public Services -

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.

What you’ll do

• 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 etc.) to grow the book of business.
  • Build and maintain strong long-term relationships with key decision-makers and influencers within client organisations 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; collaborate with the Avanade Client Account Leads (ACALs) to drive business growth.
  • Understand client buying processes and stakeholder decision chains.
  • Engage with clients to clarify client needs and translate them into potential Avanade solution opportunities.
  • Lead/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.
  • Collaborate internally and work as the client champion in cross-functional teams to build strong external client relationships and meet client needs.
  • Act as a player-coach, delivering outcomes as an individual contributor.
• Market Strategy
  • Develop a personal network of senior executives within the business sector and represent the organisation at major business sector events.
  • Contribute to the account strategies across Avanade’s portfolio of complex accounts.
  • Leverage market intelligence to optimise 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 our channel partners and become a trusted advisor for the channel in chosen accounts.
• Key Performance Indicators
  • Booked Sales Target
  • Pipeline Target
  • Forecast Accuracy

Skills and experiences

• Client focused
• Business insights
• Action-oriented
• Ensures accountability
• Communicates effectively
• Interpersonal savvy
• Drives results
• Persuades
• Builds networks
• Manages complexity
• Collaborates

About you

• Proven track record of selling large-scale consulting engagements that include global delivery within the industry.
• Highly organised with strong time-management and coordination skills.
• Resilience in dealing with multiple client stakeholders to unify the vision and strategy.
• Natural leader defined by their knowledge and experience.
• Sense of urgency surrounding necessary actions required to make an impact.
• Collaborative and able to navigate multiple cultures and styles.
• Problem-solving mindset.
• Mature interpersonal and persuasion skills.
• The ability to persevere in the face of challenges.
• Relentless commitment to higher standards balanced with a pragmatic outlook.
• Attitude of continuous improvement and seeking input.
• Inclination to seek and analyse data from various sources to support decisions.
• Proficient in sales methodologies with a solid understanding of various sales techniques and strategies.
• Industry expertise and the ability to navigate and anticipate the industry within a particular region.
• Education and/or experience in the relevant field/business.
• Likely has 6+ years of experience in sales or business development, relationship building, acting as a trusted advisor to address customer needs, or driving sales in a solution-selling environment.
• Experience in a direct selling role.