Country:

United States

Cities:

Atlanta, Charlotte, Dallas, Houston, Miami, Nashville, Raleigh, Washington DC

Area of expertise:

Sales

Job Description

THE ROLE

As a Utilities Business Development Professional, you will be responsible for leading and running the entire sales cycle focusing on electric and gas utility clients across Avanade’s South Region.   and will also work closely with partners driving new business. You will build a pipeline for growth and closing business, including statements of work and contracts. You will interact with new and current clients across both gas and electric utilities, gain referrals from them and form strong trust relationships that open doors and close deals. You will maintain an extensive knowledge of current market and regulatory conditions and trends, contending offerings and current penetration of services and solutions.

 

As a Utilities Business Development Professional, you will be responsible for leading and taking ownership of the entire sales cycle, focusing on electric and gas utility clients across Avanade’s South Region.  To be successful, you will work closely with both Avanade resources and external partners to drive new business.  You will create new relationships and opportunities for growth, closing business including statements of work and contracts.  Done well, your relationships in the utilities industry will lead to referrals and form strong trust relationships that opens doors and close deals.  You will maintain extensive knowledge of industry trends, important regulatory notices at the local, state, and federal level to enhance aligned offerings of services and solutions

 

RESPONSIBILITIES & OUTCOMES

·        Identify new sales opportunities across key channels to increase sales volume

·        Develop and maintain strong customer relationships, often at the director and executive level, manage customer satisfaction, and drive cross-sell opportunities

·        Apply Avanade’s sales process methodology, solution selling, and account management practices

·        Lead customer engagement opportunities from lead generation to deal review, negotiation, and closing

·        Create compelling proposals, generate sales, and drive revenue

·        Plan and manage sales performance, forecasting, revenue generation, and customer satisfaction

·        Achieve short- and long-term sales growth by increasing cross selling activities within existing and new accounts

·        Develop and maintain opportunity pipeline using Avanade customer relationship management (CRM) system

·        Maintain high-level understanding of Avanade offerings, Microsoft and Accenture solutions, and competitors' offerings 

·        Sell a portfolio of Avanade and/or third-party software products directly to end-user organizations

·        Specialize in the sale of the Microsoft stack (Apps & Infra; Biz Apps; Modern Workplace; Data & AI and Security)

·        Work effectively with Accenture, Microsoft & other partners to grow their book of business

·        Support regional marketing programs for brand development, market awareness, market positioning and market demand generation involving media, analysts, and active participation in the IT community

·        Use detailed, comprehensive industry knowledge and experience to develop and support project strategies and advise and support team members and project partners

·        Maintain a firm understanding of ongoing regulatory trends at the local, state, federal levels which offer opportunities for Avanade services

·        Comprehensive understanding of the general operations within electric distribution and local distribution companies to enhance Avanade’s Go-to-Market position

·        Actively participate in annual utility-focused events such as Distributech, LDC Gas Forum, etc. as directed by Avanade Leadership

·         

PREFERRED EXPERIENCE

The ideal candidate will have expertise in selling and influencing large-scale systems integration, consulting, or outsourcing decisions. We are searching for a passionate, professional, and impactful seller with technology and solutions depth, accustomed to working in a complex environment with large partners such as Microsoft and Accenture.

·        Hunter mindset with advanced closure capabilities

·        Experience selling Digital, Cloud, ERP deals or other large-scale consulting engagements that include global delivery

·        Previous experience winning business transformation projects and business change programs

·        Ability to craft and position business results-oriented proposals

·        Ability to act as a trusted advisor in addressing our customer's business needs

·        Strong communication skills, including presenting on general and industry-specific topics

·        7+ years of experience in business development, relationship building & advanced closure, and driving sales in a solution-selling environment at the C-suite level

·        3+ years selling within the Utility industry

·        In lieu of years selling to the Utilities industry, 5+ years of employment within the industry

PREFERRED SKILLS & BEHAVIORS & QUALIFICATIONS

·        Proficient Account Planning skills (utilizing the global standard account plan document)

·        Knowledge of sales pipeline management, and sales and revenue quotas

WORKS CLOSELY WITH

·        Area Sales Lead & Regional GM

·        Regional Leadership Team

·        Area Sales Leadership Team

·        Global Solution Areas & Area Regional Solution Area teams

·        Sales Operations, Talent Acquisition and Total Rewards

·        Regional and Area Marketing teams

·        Alliance teams & counterparts in Accenture and Microsoft


Apply now

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About Avanade

Avanade leads in providing innovative digital services, business solutions and design-led experiences for its clients, delivered through the power of people and the Microsoft ecosystem. Our professionals combine technology, business and industry expertise to build and deploy solutions to realize results for clients and their customers. Avanade has 29,000 digitally connected people across 23 countries, bringing clients the best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate. We welcome all, and seek talented individuals who can bring their whole self to work, build inclusive teams and encourage diversity inside and outside the organization. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.