Business Development Manager - Central Government

Business Development Manager - Central Government

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.

As a Business Development Manager, you will own the end‑to‑end process of originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. You will activate the sales strategy in chosen accounts or territories, coordinate teams, and drive the desired revenue impact while providing the necessary business, tools, and support to embed new ways of delivering value to clients across a complex landscape.

Industry Group: mid Market Central Government industry. In this role you will sell digital transformation services such as Microsoft Dynamics or Azure Cloud implementation and integration to clients in the industry, so experience selling these services is required.

What you’ll do

Business Growth

• Create a business development plan to assess, qualify, develop, and shape key opportunities in client accounts, territories, and sectors, ensuring 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 in support of business development objectives.
• Develop and implement a relationship management plan for potential client accounts to identify and build relationships in existing or new "white space" territories.
• Manage key client relationships in chosen accounts, collaborating with Avanade Client Account Leads where appropriate to drive business growth.
• Understand clients’ 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 the client’s mid‑ to long‑term needs.
• In collaboration with internal stakeholders, negotiate client agreements, ensuring client requirements are met through a compelling and differentiated value proposition.
• Collaborate internally and act 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 and senior managers within the business sector and relevant advisory and regulatory bodies, representing the organization at major sector events.
• Contribute to the 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 of adopting Microsoft-based solutions from Avanade.
• Provide thought leadership and sales collaboration with channel partners, becoming a trusted advisor for the channel in chosen accounts where appropriate.

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, with deals over $1M in size and total quota over $5M.
• Highly organized with strong time‑management and coordination skills.
• Resilient in dealing with multiple client stakeholders to unify vision and strategy.
• Natural leader with deep knowledge and experience.
• Sense of urgency surrounding necessary action, tools, and collaboration to make an impact.
• Collaborative and able to navigate multiple cultures and styles.
• Problem‑solving mindset.
• Mature interpersonal and persuasion skills.
• 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 analyze data from a variety of sources to support decisions.
• Proficient in sales methodologies with a solid understanding of various techniques and the ability to apply them effectively.
• Industry expertise and ability to navigate and anticipate industry trends within a particular region.
• Education and/or experience in the relevant field or business.
• Six or more 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.

Benefits

• Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row).
• Exceptional development and training program with a minimum of 80 hours per year for training and paid certifications.
• Real‑time access to technical and skilled resources worldwide.
• Dedicated career advisor to support professional growth.
• Engaged and supportive coworkers genuinely interested in your success.