Avanade Inc. Business Development Lead in Hong Kong, China
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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