Country:

United States

Cities:

Boston, New York City, Philadelphia

Area of expertise:

Sales

Job Description

As a Technical Sales Executive, you will develop relevant and sustainable customer technical proposals based on a thorough understanding of the customer's business and IT environment, industry, strategies and challenges and in-depth expertise in Avanade's, Accenture's and competitor's IT offerings. You will be the technical counterpart to Business Development, Executive and Account Managers, and support sales by providing technical expertise. Additionally, you will serve as an initial customer interface to Avanade technology solutions, offerings and technical capabilities during Avanade's sales process (DEEPR). Overall, you will have a highly developed customer-focused mindset, is an IT thought leader, and is able to translate customer needs into technical solutions and ultimately develop business opportunities.

Key Role Responsibilities:         

Day-to-day, you will:

  • Work with the Business Development Executive and Account Leaders as lead technical expert and architect to develop and execute solution selling strategies and account plans
  • Provide pre-qualification expertise to evaluate customer's business needs and reshape them/translate them into technical solutions based on Avanade differentiators
  • Guide customers through the discovery process to develop a sustainable and innovative technical solution that balance customer and Avanade requirements
  • Support all phases of the DEEPR sales process
  • Develop technical value propositions which address customer needs and positively differentiate Avanade
  • Develop complex technical architectures
  • Navigate Avanade and partner networks to bring full range of Avanade's capabilities to customers
  • Build technical relationships with senior customer IT executives, and map customer business and technology challenges into Avanade solutions
  • Work with the opportunity owner and TC/MU/geo to define initial vision and scope for the solution
  • Lead and provide direction on scope, approach, and estimation for technical aspects of proposal development activities
  • Assess business value and contribute to development of business case and mapping to technical solutions
  • Determine highest value-add features and functionality for a proposed solution
  • Support the negotiation and contracting process through balancing scope, resources, and milestone requirements
  • Collaborate with senior TC/MU/geo leadership to hand-off sales pursuit and delivery responsibilities into the portfolios

Key Role Skill & Capability Requirements:

Your technical and non-technical skills may include:

  • Breadth of knowledge outside own specialty or TC/MU/geo area, as well as an exceptional business sense and understanding
  • Strong technical credibility towards customers and internally with delivery teams
  • Expert in Information Technology infrastructures and architectures with strong credentials
  • Strong delivery background and significant technology consulting experience, including SDLC experience
  • Highly customer-focused with commercial sensitivity and a proven track record in winning large complex IT deals
  • Good oral and written communication skills
  • Able to develop customer relationships with C level (in particular CTOs)
  • Strong focus on achieving and implementing proposed IT solutions Strongly preferred:
  • Experience supporting the sale of outsourcing / managed services deals and/or other large-scale engagements that include significant offshore delivery.
  • Experience leveraging offshore resources in deal pursuits.

Preferred Certifications:             MCSP Certifications encouraged but not required

Preferred Education Background:           You will likely possess an Engineering degree (or equivalent), or a college/advanced degree in Information Technology

Preferred Years of Work Experience:     You will likely have 7+ years of relevant work experience

Preferred Years of Management Experience:     5+ years

Scope of Work: Nature of Work:

Directs collective work efforts to accomplish strategic goals for given portfolio of projects, programs, and/or clients.

Scope of Work: Translates high-level strategy into more localized strategy and operational objectives.

Complexity: Highly complex problems, often requiring analysis of near-intangible factors, creative solutioning and significant networking to succeed.

Discretion: Authority to establish standards and shift overall direction of projects and programs in response to functional strategy

Organizational Impact: Work efforts are typically strategic in nature, and may have a lasting, long-term impact on Avanade and/or client operations and strategic direction. If client-facing, should drive client-relationship and sales outcomes.


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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 56,000 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 young 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