Business Development Manager – Communications, Media and Technology in Edinburgh

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.

Within CMT, the role will be focused on the origination of new logos into the business across all sectors. 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.

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 the 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 CMT business within a global business; one who is also the Microsoft® #1 Partner globally.

• Experience working with and selling IT solutions to clients
• Experience working with average deal sizes in excess of $250k
• Previous experience in working with Microsoft account executives and account teams to drive sales would be highly advantageous
• Experience successfully achieving sales targets in excess of $3m+ in year (depending on level)
• Superior knowledge and experience with sales pipeline management, and sales and revenue quotas
• Able to skillfully navigate through negotiation phases at c-suite level
• Able to act as a trusted adviser in addressing our customer's business needs
• Solid Account Planning skills (utilizing the global standard account plan document)
• Solid understanding of Avanade solutions, Microsoft products and technology services and of competitive offerings

You must have extensive experience in selling solutions and are experienced in selling large scale multiyear solutions; working with customer teams to identify opportunities from lead generation to closing deals. You will have in-depth knowledge and experience of the Microsoft eco-system; its channels and how to optimise Avanade’s engagement and success. You will have experience and knowledge of the managed service landscape within the UK.

This role is 90% focused on acquiring net-new clients and logos, and you will need to have demonstrable experience of:

• Identifying and completing market research on new client targets for the CMT sector
• Creating and delivering a contact and origination plan against identified target customers
• Proactive and practical, you will be adept at assessing customer requirements, and selecting appropriate methods to fulfil them leveraging sales leadership and the Solution Area leads and specialists across the UKI business
• Settling priorities, establishing a systematic plan to ensure successful completion, and allocating time and resources effectively
• Using your network to facilitate, develop and influence
• Strong customer interface and presentation skills
• A skillful negotiator, confident acting as trusted adviser when dealing with customers’ business needs
• Experience selling the Microsoft stack is a significant advantage

• Identify and engage with new clients to expand our client portfolio
• 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 organisations
• Specialize in the sale of one or more key technologies in the Microsoft stack including Apps Modern Workplace; Data