País:

España

Ciudades:

Barcelona, Madrid

Área de especialización:

Ventas

Descripción del empleo

Health & Public Sector Business Development Manager

As a Business Development Manager, in Health & Public Sector Industry, you are responsible for generating sales and driving revenue - typically in low to medium risk and return sales pursuits - through prospecting, acquiring, developing and expanding business leads to achieve short- and long-term revenue and profit growth. 

You will be proactive and utilize the appropriate processes depending on the situation or customer need; determines priorities, establishes a systematic course of action to ensure successful completion of sales, and allocates time and resources effectively. 

Additionally, you will increase profitability of a portfolio of accounts through cross-selling TC/MU/geos (including Application managed services and/or Infrastructure managed services).


Key Role Responsibilities:



Day to day you will:


  • 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 Skill & 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, Accenture -industry solutions and of competitive offerings 
  • 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 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



Preferred Years of Work Experience:

You will likely have 6+ years of services sales or professional consulting experience (or equivalent)



Preferred Years of Management Experience:

3+ years of management experience



Accountabilities & Metrics:

  • Sales targets
  • Personal goals

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Acerca de Avanade

Avanade es una empresa líder a la hora de ofrecer a sus clientes soluciones empresariales, experiencias de diseño y servicios digitales innovadores gracias a su personal y a la potencia del ecosistema Microsoft. Nuestros profesionales combinan conocimientos tecnológicos, empresariales y del sector para crear e implementar soluciones que logren los resultados que buscan nuestros clientes y los de estos. Avanade cuenta con 29.000 empleados conectados digitalmente en 23 países, por ello nuestros clientes disponen de las mejores ideas gracias a una cultura colaborativa que honra la diversidad y es reflejo de las comunidades en las que trabajamos. Todo el mundo es bienvenido. Buscamos a personas con talento que puedan entregarse al trabajo, construir equipos inclusivos y fomentar la diversidad dentro y fuera de la empresa. Avanade, propiedad mayoritaria de Accenture, fue fundada en el año 2000 por Accenture LLP y Microsoft Corp. Más información en www.avanade.com/es-es.