Business Development

Organization Context

Avanade operates globally across geographic Regions, bringing market relevant critical capabilities and solutions to our clients through its Business Groups (BGs) (Technology, Experiences (Avanade X) and Advisory). BGs are our growth engines and are responsible for Avanade’s market relevant capabilities and solutions. Across our global footprint, our BGs combine to bring the full breadth/depth of Avanade to our clients through an Integrated Go-to-Market (GTM) within each of our Regions. Business Development is responsible for selling the capabilities offered by all three BGs as well as integrated plays to new clients and partnering with Client Groups to upsell to existing clients.

Job Overview

The Business Development is accountable for originating, solutioning, qualifying, negotiating, and closing complex deals. This role will focus on driving a strategic sales plan to grow the market, in specific named Accounts. 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. Where appropriate, as an industry expert this role will look at the challenges and opportunities across the region within this industry and coordinate the targeted sales strategy into local execution.

The Business Development operates within a Region and focuses on complex, strategic clients within a particular industry. This role is aligned to a Client Group and works closely with Regional Sales Practice Leadership, Avanade Client Account Lead (ACAL), Play Squads, Region Integrated Go-to Market, Region Integrated Centers of Excellence, Regional Marketing teams, Finance, Legal, Sales Operations, Alliance teams and counterparts in Accenture and Microsoft.

Key Accountabilities

Business Growth
- Develop and implement business development strategy for a variety of accounts such as Most Valued Client (MVC), growth accounts, territories, sectors etc.
- Formulate the strategy and assess, qualify, develop and shape key deals 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 business within strategic accounts
- Build and maintain strong long-term relationships with key decision-makers such as CEO or C-suite and influencers within client organizations in support of business development objectives
- Develop and implement relationship management plans, such as stakeholder and power mapping, for strategic, complex potential accounts to build key relationships at local and national levels, manage key client relationships where agreed, and understand client's buying processes and stakeholder decision chains
- Collaborate with the Avanade Client Account Leads (ACALs) and Accenture CALs where appropriate, to drive Avanade’s most strategic opportunities and clients for growth.
- Engage with clients to identify mid
- to long-term needs, develop and agree to a specification of client requirements that defines how their business needs can be met with Avanade's extensive and differentiated solutions
- Consult with a range of client representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex client data
- Lead 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 while coaching others throughout the sales cycle

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
- Shape and contribute to the account strategies across Avanade’s portfolio of complex accounts
- Leverage market intelligence to influence the agenda of client accounts/industry contacts and promote the organization to optimize and broaden Avanade's positioning, and enhance its reputation
- Craft and deliver value-oriented proposals to the client that clearly articulate the business benefits from adopting Microsoft solutions from Avanade and Accenture, working closely with the iGTM team and their key LOB offerings
- Provide thought leadership to our channel partners and become a trusted advisor