国家:

中国香港

城市:

Hong Kong

专业领域:

销售

职位描述

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.
  • 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)


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