Country:

Australia

Cities:

Sydney

Area of expertise:

Sales

Job Description


Do you see client engagement and trust as the pivotal point is business development? We do.

At the heart of business development and sales is the building of a trusting, open relationship. Do you seek to take organisations on a journey of discovery and learning, giving them the confidence to buy the solutions you are selling?


About you

Your ability to originate and close new deals either in ‘acquire’ clients or in agreed named accounts is the challenge and the gift that you bring to us. You have the talent of working with Executives to understand how we can support their strategic journey through the selling of the Microsoft Ecosystem.


About the role

You are responsible for generating sales and driving revenue - typically in high risk and high return sales pursuits - through prospecting, acquiring, developing and growing business leads to achieve short- and long-term revenue and profit growth. You will focus on accounts with high potential and build customer relationships at C level with both new and current named accounts. Overall, you will help guide increase in profitability of a portfolio of accounts.


Day to day, you will:

·       Apply and use the Sales Process (DEEPR), Solution Selling and Account Management practices

·       Lead and handle high potential customer engagement opportunities from origination and lead generation, to deal review, to negotiations and closing a deal

·       At least yearly, develop and execute an Account Plan (utilizing the global standard account plan document in conjunction with Accenture if required)

·       Bring into play strategic partners (Microsoft and Accenture) and the Microsoft Business Solutions Organization

·       Own proposal creation and delivery Per Avanade's Sales Process, engage Delivery in due time; during DEEPR's 'Realize' phase, effectively hand over to Delivery; follow through on achievements vs. sold contract

·       For assigned accounts and/or territories, plan and lead sales performance, forecasting, revenue generation, and customer happiness

·       Develop and drive a high-level understanding of Avanade's offerings, as well as Microsoft and Accenture solutions and competitors' 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

·       A validated real passion for selling workplace related solutions supporting Digital Transformation for our clients (e.g., Azure, Office 365, Dynamics 365, Windows 10, AI, Customer and Employee Experience)


Your skills

Technical and Non-technical;

·       Ability to open doors in new (‘acquire’) clients.

·       Ability to navigate eco-system within accounts and work well as a single team in strategic large accounts with Accenture and Microsoft.

·       Validated track-record in originating, leading, and closing large complex deals.

·       Commercially creative, business-focused & can engage in business-led conversations with clients.

·       Ability to sell outcomes and benefits to clients using the Microsoft Platform.

·       Strong customer interface and presentation skills, with a Customer Focus attitude.

·       Able to skillfully navigate through negotiation phases.

·       Able to demonstrate thought leadership and innovation in addressing our customer's business needs.

·       Consistent track record in running sales pipelines and in meeting sales and delivered revenue quotas.

·       High level of understanding of Avanade solutions, Microsoft products and technology services, Accenture industry solutions and of competitive offerings.

·       Able to use extensive networks 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.


You have a bachelor’s degree in Business or a technology-related field and have negotiated and closed major deals in a consultancy based organisation with global multi-nationals.


Avanade® is an Equal Opportunity Employer. Avanade prohibits discrimination and harassment against any employee or applicant for employment because of race, color, age, religion, sex, national origin, gender identity or expression, sexual orientation, disability, veteran, military or marital status, genetic information or any other protected status.

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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.