Business Development Lead - Beijing

As Business Development Lead, you are responsible for generating sales and driving revenue - typically in low to medium risk and return sales pursuits - through prospecting, acquiring, developing and growing 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; settling priorities, establishes a detailed approach 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).

Day-to-day, you will:

• Apply and use the Sales Process (DEEPR), Solution Selling and Account Management practices
• Lead and balance high potential customer engagement opportunities from origination and 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
• Utilize 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 coordinate sales performance, forecasting, revenue generation, and customer satisfaction
• Maintain customer satisfaction and persue opportunities to cross-sell
• 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

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 use 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 in CMT, FSI and Resources industries.
• Experience bringing to bear 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 offerings

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

5+ Years of Management Experience

You will likely have 10+ years of services sales or professional consulting experience (or equivalent)