Kuala Lumpur

Area of expertise:


Job Description

Role Overview.

The role of Business Development Manager is a critical leadership role to drive sales in various industries depending on your background across Singapore/Malaysia. As an industry expert you will look at the bigger challenges and opportunities and coordinate the targeted sales strategy into local execution. By influencing local leadership and teams, by partnering with regional leads, you will work on the Singapore/Malaysia market footprint through business development and sales.

As the Business Development Manager you will analyse our current standing various sales industries in Singapore/Malaysia and how to improve and grow this further based on your experience, network and knowledge of the market. Using your extensive sales experience and specific industry knowledge you will make a business sales plan and execute it throughout the region.

The Business Development Manager is responsible for driving overall client satisfaction, sales, revenue, profit, and people leadership for all strategic/key indirect and direct client(s) in the designated portfolio.

Key Role Responsibilities.

  • Apply and leverage Sales Process (DEEPR)
  • Solution Selling and Account Management practices
  • Lead and manage customer engagement opportunities from lead generation, to deal review, to negotiations and closing a deal
  • Develop and execute Account Plans (utilizing the global standard account plan document)
  • Develop strong customer relationships and drive acquisition of new customers, impacting the success of meeting our company revenue goals
  • Leverage strategic partners (Microsoft and Accenture) and the Microsoft Business Solutions Organization
  • Own proposal creation and delivery
  • Engage Delivery in due time; during DEEPR's 'Realize' phase, effectively hands over to Delivery; follow through on achievements vs. sold contract
  • For assigned accounts and/or territories, plan and manage sales performance, forecasting, revenue generation, and customer satisfaction
  • Continuously manage customer satisfaction and follow through on opportunities to cross-sell
  • Develop and maintain a proficient understanding of Avanade's offerings, as well as Microsoft and Accenture solutions and competitor's offerings
  • Develop and maintain an opportunity pipeline through the Customer Relationship Management (CRM) System including support for Area Opportunity Pipeline Management Meetings, Forecasting, Opportunity Management and Business and Technical Proposal reviews
  • Support local 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 Skills and Capability Requirements.

Your technical and non-technical skills may include:

  • Strong customer interface and presentation skills, with a Customer Focus attitude
  • Able to skillfully navigate through negotiation phases
  • Able to act as a trusted advisor in addressing our customer's business needs
  • Proficient Account Planning skills (utilizing the global standard account plan document)
  • Knowledgeable of sales pipeline management and sales and revenue quotas
  • Solid understanding of Avanade solutions, Microsoft products and technology services,
  • Experience selling IT projects and solution selling
  • Able to leverage network of inside and outside contacts to increase influence

Strongly preferred:

  • Experience selling outsourcing / managed services deals and/or other large
  • scale engagements that include significant offshore delivery.
  • Experience leveraging offshore resources in deal pursuits.
  • Experience working with customer teams to identify managed services opportunities, and working through the DEEPR process from lead generation to deal closings for managed services deals

Preferred Certifications.

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

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About Avanade

Avanade is the leading provider of innovative digital, cloud and advisory services, industry solutions and design-led experiences across the Microsoft ecosystem. Every day, our 59,000 professionals in 26 countries make a genuine human impact for our clients, their employees and their customers. 

We have been recognized as Microsoft’s Global SI Partner of the Year more than any other company. With the most Microsoft certifications (60,000+) and 18 (out of 18) Gold-level Microsoft competencies, we are uniquely positioned to help businesses grow and solve their toughest challenges.

We are a people first company, committed to providing an inclusive workplace where employees feel comfortable being their authentic selves. As a responsible business, we are building a sustainable world and helping people from underrepresented communities fulfil their potential. 

Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at