Business Development Manager - Products

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.

Business Development role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. This role focuses on activating sales strategy in chosen Accounts or Territories to grow the market. This will include coordinating with the right teams, achieving the envisioned sales and revenue impact, and bringing necessary support through the business, tools and other requirements to the teams needed to embed new ways of delivering value to clients across a complex landscape.

The Business Development Manager operates within a region. This role is aligned to an Industry Group and works closely with other Business Development professionals, Regional Sales Leadership, Avanade Client Account Lead (ACAL), Regional Integrated Go-to Market, Regional Marketing teams, Finance, Legal, Sales Operations, Alliance teams and counterparts in Accenture and Microsoft.

Within this role you will be selling digital transformation services (e.g. Microsoft Dynamics or Azure Cloud implementation/integration) to clients within the industry. Hence, we require you to have experience selling these type of services in the industry.

We are looking for a business developer manager with a specific focus on our Industry X services and solutions. Industry X covers the Smart and Connected Manufacturing value chain across: Manufacturing Supply Chain, Manufacturing Production as Connected Products and Assets. Where data, intelligence enables smarter operational services to be enabled.

Come join us

There is one in every group - the person who dreams big and has the motivation to bring their ideas to life, even as others might roll their eyes and prefer to play it safe. Are you that person?

Are you the one who isn’t afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working? Because we are building teams of people like that to help our clients unlock the power they need now and own what is next.

Together we do what matters.

What you’ll do

Business Growth

· You are responsible for the operational UKI Industry X sales unit and act as a hands-on practitioner working with experts across domains.

· You will also working with our Industry X team on developing, shaping, and positioning the overall commercial & go-to-market strategy as well as the wider business development activities with our clients

· 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 organizations in support of business development objectives

· Develop and implement a relationship management plan for potential client accounts (whether in an existing client account or building new "white space" territory within an industry sector) to identify and build relationships

· Manage key client relationships (in chosen Accounts); collaborating with the Avanade Client Account Leads (ACALs), where appropriate, to drive business growth

· Understanding client's 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 (e.g. technical, commercial, legal) to configure bespoke solution that meet the client’ mid- to long-term needs.

· In collaboration with various internal stakeholders 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 (e.g., via social media techniques or in-person events) within the business sector and at relevant advisory and regulatory bodies. Represent the organization at major business sector events.

· Develop a personal network of senior managers (e.g., via social media techniques or in-person events) within the business sector and represent the organization at business 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 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, 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

Characteristics that can spell success for this role:

· You likely have relevant sales experience within the manufacturing industry

· High level of understanding of the whole manufacturing value chain and high interest in digital factory, digital transformation and manufacturing process optimization

· 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 the vision and strategy

· Natural leader who is defined by their knowledge and experience

· Sense of urgency surrounding a necessary action, tool, collaboration etc. required to make an impact within the industry and organization

· 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 analyze data from a variety of sources to support decisions.

· Proficient in sales methodologies with a solid understanding of various sales techniques and strategies and the ability to apply them effectively.

· Industry expertise and the ability to navigate and anticipate the industry within a particular region (if applicable)

· 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

Enjoy your career

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

Some of the best things about working at Avanade

· Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 80 hours per year for training and paid certifications)

· Real-time access to technical and skilled resources globally

· Dedicated career advisor to encourage your growth

· Engaged and helpful coworkers genuinely interested in you

Find out more about some of our benefits [1] here.

A great place to work

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and our communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, but to also lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our [2] Inclusion & Diversity page.

Create a future for our people that focuses on:

• Expanding your thinking • Experimenting courageously • Learning and pivoting

Inspire greatness in our people by:

• Empowering every voice • Encouraging boldness • Celebrating progress

Accelerate the impact of our people by:

• Amazing the client • Prioritizing what matters • Acting as one

Learn more

· Why Avanade for Sellers link (TBD)

Interested in knowing what’s going on inside Avanade? Check out our blogs:

· [3] Avanade Insights - exchange ideas that drive tomorrow’s innovation

· [4] Inside Avanade - explore what life is like working at Avanade

References

Visible links

1. https://www.avanade.com/en-gb/career/benefits

2. https://www.avanade.com/en-us/about-avanade/inclusion-and-diversity

3. https://www.avanade.com/en/blogs/avanade-insights

4. https://www.avanade.com/en/blogs/inside-avanade

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Avanade believes that all persons are entitled to equal employment opportunities, and we do not discriminate against our employees, applicants, or job seekers because of their race, color, gender, religion, national origin, disability, veteran status, age, marital status, sexual orientation, genetic information, gender identity, or any other protect group status as defined by law.