国家:

中国

城市:

Shanghai

专业领域:

销售

职位描述

Role Overview:

As Business Development, 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 develop long-lasting customer relationships and gathers referrals with both new and current accounts. Additionally, you will be proactive and utilizes 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.

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
  • Per Avanade's Sales Process (DEEPR), engage Delivery in due time; during DEEPR's 'Realize' phase, effectively hands over to Delivery; follows 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

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:

  • Industry focus like Retails, Commercial, and relative enterprise clients 
  • Experience selling outsourcing / managed services deals and/or other large-scale engagements that include significant offshore delivery.
  • Experience leveraging offshore resources in deal pursuits.

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

1-2+ Years of Management Experience

You will likely have 8+ years of services sales or professional consulting experience (or equivalent)


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