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 for the channel

　　Key Performance

　　Indicators Owned

　　Sales targets

　　Pipeline Growth

　　Forecast Accuracy

　　Competencies

　　• Client Focus

　　• Business Insight

　　• Action oriented

　　• Ensures accountability

　　• Communicates effectively

　　• Interpersonal Savvy

　　• Drives Results

　　• Organizational Savvy

　　• Builds Networks

　　• Manages Complexity

　　• Financial Acumen

　　• Plans and Aligns

　　• Persuades

　　• Collaborates

　　Knowledge, Skills and Abilities

　　• Proven track record of selling large-scale consulting engagements that include global delivery within the industry

　　• Highly organized with strong time management and coordination skills

　　• Resilience in dealing with multiple stakeholders across a large region to unify the vision and strategy

　　• Natural leader who is defined by their knowledge and experience

　　• Create a 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.

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

　　Education, Certifications and Experience

　　• Education and/or experience in the relevant field/business

　　• Likely has 6-8+ years of experience in strategic account sales or business development, relationship building, acting as a trusted advisor to address customer needs, and driving sales in a solution-selling environment.

　　• Experience in a strategic account leader role OR driving strategic sales.

　　Employment Transparency

　　Avanade® is an Equal Opportunity Employer. Avanade prohibits discrimination and harassment against any employee or applicant for employment because of race, color, age, religion, sex, national origin, gender identity or expression, sexual orientation, disability, veteran, military or marital status, genetic information, or any other protected status.

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　　Right to Work Poster: https://www.e-verify.gov/sites/default/files/everify/posters/IERRightToWorkPoster%20EngEs.pdf

　　Pay Transparency Policy: https://sandboxavanadestaging.avature.net/portal/8/files/pay-transpEnglishunformattedESQA508c.pdf

　　State Notices

　　Los Angeles Notice: https://sandboxavanadestaging.avature.net/portal/8/files/Banthe%20BoxPosterPrivateEmployersasof82318.pdf

　　Avanade is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation due to a disability for any part of the employment process, please send an e-mail to Avanade at [email protected] or call (206) 239-5610 and let us know the nature of your request and your contact information.