Business Developer - Products Industry

Business Developer (Products Industry) 

Avanade’s Business Developers are responsible for generating and closing sales for Avanade’s services. This team brings in net-new business and continuously nurtures and expands existing customer relationships by identifying new service and solution opportunities.

As a Business Developer, you’ll be assigned a portfolio of customers with a focus on developing new client relationships and building business. 

You’ll identify and initiate long term C level relationships with new high-value customers and cross-sell new services to existing customers. 

The role is within the Products Operating Group (OG) within Avanade.

Key Role Responsibilities:

Daily responsibilities include:

• Develop and execute Portfolio Strategy and Account Plan 
• Plan and manage sales performance, forecasting, revenue generation and customer satisfaction for assigned accounts
• Architect complex and high-impact sales deals
• Lead customer engagement opportunities from lead generation to deal review, negotiation and closing
• Create compelling proposals and work with engineering to coordinate delivery
• Develop strong C-level customer relationships, manage customer satisfaction, and drive cross-sell opportunities
• Maintain high-level understanding of Avanade offerings, Microsoft and Accenture solutions, and competitors' offerings 
• Develop and maintain opportunity pipeline using Avanade customer relationship management (CRM) system.
• Support regional marketing programs for brand development, market awareness, market positioning and market demand generation involving media, analysts and active participation in the IT community

Key Role Skill & Capability Requirements:

Essential Skills and experience:

• The role requires someone having worked with clients in the target market and industry.

• The role requires someone who has a strong level of experience of winning business transformation projects and business change programmes.

• The role requires someone who is independent, and is technology savvy. He/she should be able to hold a first level technical discussion with key client stakeholders to understand the business issues, technology enablers, and qualify opportunities to be pursued or otherwise, without much help initially from technical SMEs.

About you

This role demands a motivated, personable individual who operates with a high level of autonomy. You’re excited about the possibilities of using technology to transform business, and you’re gifted at crafting a vision that gets clients excited, too.

Specific skills you possess include:

• Tenacity and strong work ethic

• High curiosity; in understanding your clients’ business, their issues, their reasons for investing or changing

• Strong customer interface and presentation skills, with a Customer Focus attitude

• Energetic and enthusiastic

• Great people and presentation skills

• Skilled negotiator

• Strong track record in managing sales pipelines and meeting revenue quotas.

• You have experience selling large, complex, multi-year IT projects and solutions and working with global delivery centers. With at least seven years of services sales or professional consulting experience, and at least five years in management, you are a seasoned business development veteran.

Strongly preferred: 

• Experience selling large-scale engagements that include significant offshore delivery.

• Experience leveraging offshore resources in deal pursuits.

Preferred Education Background:

You will likely possess a Bachelor's degree (or equivalent) in business, sales or marketing (or relevant field); advanced degree (M.B.A. or equivalent) preferred

Preferred Years of Work Experience:

You will likely have  extensive experience within services sales or professional consulting experience

Accountabilities & Metrics:

• Sales and Revenue targets
• Personal goals