Country:

Singapore

Cities:

Singapore

Area of expertise:

Sales

Job Description

Business Development Director

Leading organizations – corporations, non-profits, government departments, look to Avanade to help them make the most of their investment in Microsoft and to push the boundaries of digital innovation. The result? Interesting work that is well supported, always evolving and sure to keep you engaged and interested. Together we go beyond

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.


Come Join Us

The Business Development Director 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.


What you'll do


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

Indicators Owned

1. Sales targets

2. Pipeline Growth

3. 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



Skills and Experiences 


About you


• 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.


Enjoy your career 

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 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!



Together we do what matters. 


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 



 

Learn more  


To learn more about Avanade client stories, check out the following case study: 

Interested in knowing what’s going on inside Avanade? Check out our blogs: 



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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 www.avanade.com