Business Development Manager - Government and Public Service
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. The 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. It 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 embed new ways of delivering value to clients across a complex landscape.
The Business Development Manager operates within a region and is aligned to an Industry Group. The role works closely with other Business Development professionals, Regional Sales Leadership, Avanade Client Account Leads (ACAL), Regional Integrated Go‑to‑Market, Regional Marketing teams, Finance, Legal, Sales Operations, Alliance teams, and counterparts in Accenture and Microsoft.
Industry Group: The role will fall within Health & Public Sector, focusing specifically on NHS Trusts and Integrated Care Systems (ICS). It involves selling digital transformation services such as Microsoft Dynamics or Azure Cloud implementation and integration to clients within the industry, requiring experience in these services and industry knowledge.
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.
* Work closely with partners and alliances – Microsoft, Accenture, and ecosystem partners – to grow the book of business.
* Build and maintain strong long‑term relationships with key decision‑makers and influencers within client organisations to support 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.
* Manage key client relationships in chosen accounts, collaborating with Avanade Client Account Leads (ACALs) to drive business growth.
* Understand client buying processes and stakeholder decision chains.
* Engage with clients to clarify needs and translate them into potential Avanade solution opportunities.
* Lead or support a cross‑functional internal team (technical, commercial, legal) to configure bespoke solutions that meet client mid‑to‑long‑term needs.
* Negotiate client agreements in collaboration with internal stakeholders, ensuring client requirements are met through a compelling and differentiated value proposition.
* Act as a client champion in cross‑functional teams to build strong external relationships and meet client needs.
* Deliver outcomes as an individual contributor.
Market Strategy
* Develop a personal network of senior executives through social media techniques and in‑person events within the business sector and at relevant advisory and regulatory bodies.
* Represent the organisation at major business sector events.
* Contribute to account strategies across Avanade’s portfolio of complex accounts.
* Leverage market intelligence to optimise and broaden Avanade’s business positioning and enhance its reputation.
* Craft and deliver value‑oriented proposals that clearly articulate business benefits from adopting Microsoft‑based solutions from Avanade.
* Provide thought leadership and sales collaboration with 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
* Proven track record of selling large‑scale consulting engagements that include global delivery within the industry; deals over $1 million and total quota over $5 million.
* Highly organised with strong time‑management and coordination skills.
* Resilient in dealing with multiple client stakeholders to unify vision and strategy.
* Natural leader defined by knowledge and experience.
* Sense of urgency surrounding a necessary action, tool, or collaboration required to make an impact.
* Collaborative and able to navigate multiple cultures and styles.
* Problem‑solving mindset.
* Mature interpersonal and persuasion skills.
* 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 analyse data from a variety of sources to support decisions.
* Proficient in sales methodologies with a solid understanding of various sales techniques and strategies.
* Industry expertise and ability to navigate and anticipate the industry within a particular region (if applicable).
* Education and/or experience in the relevant field or business.
* Likely has six or more years of experience in sales or business development, relationship building or driving sales in a solution‑selling environment.
* Experience in a direct selling role.
Benefits
* Opportunity to work for Microsoft’s Global Alliance Partner of the Year for 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 growth.
* Engaged and helpful coworkers genuinely interested in you.
Equal Employment Opportunity Statement
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, or any other basis as protected by federal, state, or local law.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
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