Direct Business Development Manager - Professional Services & Legal

This job is with Avanade, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

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.

Industry

Group: overall the industry group is called Products. You will focus on the sub-industries Professional Services & Legal.

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.

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.

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

·

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

What

you’ll do

Business Growth

·

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

organizatiorn 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

Learn

more

·

Why Avanade for Sellers link (TBD)

Interested in knowing what’s going on inside

Avanade? Check out our blogs:

·

Avanade

Insights – exchange ideas that drive tomorrow’s innovation

·

Inside Avanade – explore what

life is like working at Avanade

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 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 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