Business Development Manager - Banking & Capital Markets
Job description
Avanade is looking for Business Development Managers who are deal hunters, deal makers, originators and self-starters who can develop and win new business in a complex consulting environment with sophisticated technology solutions.
This role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. This role focuses on activating sales strategy in chosen Accounts or Territories to grow the market. This will include coordinating with the right teams, achieving the envisioned sales and revenue impact, and bringing necessary support through the business, tools and other requirements to the teams needed to embed new ways of delivering value to clients across a complex landscape.
The Business Development Manager operates within a region. This role is aligned to an Industry Group and works closely with other Business Development professionals, Regional Sales Leadership, Avanade Client Account Lead (ACAL), Regional Integrated Go-to Market, Regional Marketing teams, Finance, Legal, Sales Operations, Alliance teams and counterparts in Accenture and Microsoft.
Industry Group: This role will fall within Financial Services sector, and specifically focus on the Banking and Capital Markets sector.
Skills and experiences
* Client Focused
* Business Insights
* Action-oriented
* Ensures accountability
* Communicates effectively
* Interpersonal Savvy
* Drives Results
* Persuades
* Builds Networks
* Manages Complexity
* Collaborates
About you
* Proven track record of selling large-scale consulting engagements that include global delivery within the industry (deals over $1M in size and total quota over $5M)
* Highly organized with strong time management and coordination skills
* Resilience in dealing with multiple client stakeholders to unify the vision and strategy
* Natural leader who is defined by their knowledge and experience
* Collaborative and able to navigate multiple cultures and styles
* Problem solving mindset
* Mature interpersonal and persuasion skills
* Likely has 6+ years of experience in sales or business development, relationship building, acting as a trusted advisor to address customer needs, or driving sales in a solution-selling environment.
* Experience in a direct selling role
What you will do
Business Growth
* Create a business development plan to assess, qualify, develop, and shape key opportunities in client accounts, territories, sectors and ensure continued financial health and maximum value creation for both our clients and Avanade
* Work closely with partners and alliances (Microsoft, Accenture, and ecosystem partners etc.) to grow the book of business
* Build and maintain strong long-term relationships with key decision-makers and influencers within client organizations in support of business development objectives
* Develop and implement a relationship management plan for potential client accounts to identify and build relationships
* Manage key client relationships; collaborating with the Avanade Client Account Leads (ACALs), where appropriate, to drive business growth
* Understanding client's buying processes and stakeholder decision chains
* Engage with clients to clarify client needs and translate them into potential Avanade solution opportunities
* Lead/support a cross-functional internal team to configure bespoke solution that meet the client's mid- to long-term needs.
* Collaborate internally and work as the client champion in cross-functional teams to build strong external client relationships and meet client needs.
Market Strategy
* Develop a personal network of senior executives within the business sector and represent the organization at major business sector events.
* Contribute to the account strategies across Avanade's portfolio of complex accounts.
* Leverage market intelligence to optimize and broaden Avanade's business positioning and enhance its reputation
* Craft and deliver value-oriented proposals to the client that clearly articulate the business benefits from adopting Microsoft-based solutions from Avanade
Key Performance Indicators
* Booked Sales Target
* Pipeline Target
* Forecast Accuracy
A great place to work
As you bring your skills and abilities to Avanade, you'll get distinctive experiences, limitless learning, and ambitious growth in return. We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. #J-18808-Ljbffr