Business Developement Executive (IT Solutions)

Avanade Inc is a progressive technology consulting organization and the joint venture between Microsoft and Accenture, designed to rapidly deliver business-critical solutions built from Microsoft technologies.  Our clients are among the world’s leading Fortune 500 and Global 2000 companies and our employees enjoy rich and challenging careers.

Our goal is to be the world's premier technology integrator. Based in Seattle, we enjoy unprecedented access to Microsoft's development laboratories and continually train our people on the latest Microsoft products and technologies.  You can find more about Avanade at www.avanade.com.

 In our Eastern Region, we have opportunities for a dynamic Business Development Executive (BDE)---in the New York Metropolitan area (NYC Office).  In this growing market, this person will be specifically responsible for helping drive sales and revenue, for account management and for contributing to the success of their respective region. 



The ideal candidate will have 5 to 10 years experience in Solutions sales, with the ability to demonstrate a high level of understanding of Avanade solutions, Microsoft products and technology services and Accenture industry solutions.  Must be able to travel regularly within the Eastern Region. 

 

Business Development Executive - for Microsoft IT solutions servives sales.

 

Primary Purpose:  The Business Development Executive (BDE) is responsible for driving Sales and Revenue through developing strategic business growth plans and managing business developments. The BDE will maintain manage a specific commercial geographic area and/or a specific industry as part of the Regional or Area Sales Team.

 

Primary Responsibilities:

 

¨ New Business Management

o Generate business leads to achieve short and long term sales, revenue and profit growth.

o Execute commercial / industry marketing and sales programs such as telemarketing, contact management and demand generation programs

o In the context of the Regional Sales Strategy, develop and manage a Commercial / Industry sales strategy to grow territory or industry market segments

o Lead demand generation efforts by working with Marketing and Business Development Executives to generate business leads

o Using Solution Selling techniques, facilitate and control the customers buying process from qualifying the customer’s interest level through closure of the opportunity and signing the contract. 

o Industry specialized sales professionals will develop and maintain strong relationships with Accenture and Microsoft industry units.

o Commercially specialized sales professionals will development and maintain strong commercial relationships with direct Avanade customers and the local Microsoft District /country and key technology alliance partnerships. 

o Meet the quarterly business development target requirements as identified.

o Prepare in a timely manner, in conjunction with the appropriate Project Manager or General Manager, all proposals and customer pricing requiring approval prior to submission to the customer, ensuring that reasonable time is given to the development center and shared service centers to perform their review and approval functions.

 

¨ Customer Management

o Team with Customer Solutions Advisors,  Practice and Delivery Management personnel to build strong Business Developments leveraging the Team Selling Model

o Identify and establish customer expectations during the full sales process

o Lead the entire sales team (all members of “team selling” including SO, PL, TL, etc..) through the qualification process, solution development, proposal development and contract negotiations. 

o Manage all customer pre-call planning, customer meetings, and follow-up.

o Deliver quality written and oral presentations with regional engagement team

o Conduct account planning for major customers and proposals

o Demonstrate high level of understanding of Avanade solutions, Microsoft products, technology services, Accenture industry solutions and industry/client market

o Manage overall Business Development process from pre to post-sales

 

¨ Sales Management

o Create and maintain a regional pipeline of leads and opportunities utilizing the Solution Selling Sales Methodology through the Use, Competency, Tracking and Process stages

o Prepare pipeline, forecasting, pipeline analysis, and sales yield information

o Manage leads and regional opportunity tracking system (Pipeline, spreadsheets)

o Assist the Marketing team in developing and executing plans for brand development, market awareness and market positioning

o Represent Avanade at third party marketing/conference events as needed

o Manage client accounts including contract completion and use of Deal Pricing tool

o Ensure compliance with company policies (e.g.- time and expense reporting)

o Coordinate efforts with other BDE’s to achieve global business objectives and create cross customer opportunities

o Work with the legal department in a timely fashion to ensure that all contracts, statements of work and any other paperwork defined by the customer or by Avanade policies are submitted in the time frame specified by customer or as otherwise required by policies

 



Additional Position Requirements:

 



¨ 5-10 service sales experience  

¨  University degree required; advance degree preferred

¨ Proven successful technology sales manager experience

¨  Strong client interface and presentation skills

¨ Solid understanding of the concepts around Microsoft technologies

¨ Excellent interpersonal skills – ‘Customer Focus’

¨  Strong technical acumen

 

¨ Good  written  and oral communication skills