Business Development Executive, Canada - Small, Medium, & Corporate (SMC)

Candidates can be based anywhere in Canada

Business Development Executive, Canada - SMC

Avanade seeks a Business Development Manager who is a strategic seller and self-starter who can develop and win new business in a complex consulting environment with sophisticated technology solutions. For this role, we are looking for people with experience in selling digital transformation and consulting services to Small, Medium, Corporate clients.

Come join us

Are you the one who isn't afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working? We are building teams of people to help our clients unlock the power they need now and own what is next. You'll cultivate meaningful relationships, drive business growth, and lead with a forward-thinking approach to client satisfaction and success. Together we do what matters.

What you'll do

• Drive SMC/Growth Majors in Canada ("SMC/GMs") net new Avanade pipeline with Microsoft, either directly or through our combined teams.

• Accountable for Canada sales target for SMC/GMs.

• Where required and determined appropriate, own a sales cycle(s) with a customer(s) directly.

• Lead development and manage wedge offerings across BG's and CG.  Based on conversations with MSFT/alignment to client need, identify required offerings.  Engage appropriate practice area leadership, ensure completion, market/communicate to internal teams, MSFT and clients 

• Map and manage the national accountability of the SMC/GMs relationships with Microsoft Leadership AE, SSP teams to appropriate counterparts at Avanade Canada

• First level of qualification of unassigned SMC/GMs Leads that come from Microsoft.

• Work with CG & BG leads to determine priority Solution Areas and industries across the Country.

• Drive appropriate SMC events and their execution.

• Coordinate sales support, digital sellers that support SMC/GMs strategy to be executed across Canada.

• Communicate and coach BDs on the SMC market.

• Understand CSP Model, ECIF and SMC Funding programs at Microsoft for Avanade to leverage within SMC/GMs.

Business Growth

• Develop business plans to identify and shape key opportunities.

• Collaborate with partners (Microsoft, Accenture) to expand business.

• Build and maintain relationships with key decision-makers.

• Implement relationship management plans for potential clients.

• Manage key client relationships and drive business growth.

• Understand client buying processes and decision chains.

• Engage clients to identify needs and propose solutions.

• Lead cross-functional teams to configure bespoke solutions.

• Negotiate client agreements with internal stakeholders.

• Champion client needs within Avanade.

Market Strategy

• Develop a personal network of senior executives (e.g., via social media techniques or in-person events) within the business sector and at relevant advisory and regulatory bodies. Represent the organization at major business sector events.

• Develop a personal network of senior managers (e.g., via social media techniques or in-person events) within the business sector and represent the organization at 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

• Provide thought leadership and sales collaboration with our channel partners and become a trusted advisor for the channel in chosen Accounts, where appropriate

Skills and experiences

• Success as a business development hunter with sophisticated closure capabilities

• 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)

• Experience selling across multiple Microsoft Solution areas (Apps & Infra, Modern Workplace, Biz Apps and Data & AI), preferably consulting engagements that could include delivery is required.

• 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

• Mature interpersonal and persuasion skills

• The ability to persevere in the face of challenges

• Relentless commitment to higher standards balanced with a pragmatic outlook

• Attitude of continuous improvement and seeking input

• Inclination to seek and analyze data from a variety of sources to support decisions.

About you

Characteristics that can spell success for this role

• Identifies as a self-starter who develops and wins new business in a complex consulting environment with sophisticated technology solutions.

• Takes ownership and encourage others to make a positive impact.

• Works collaboratively with energy, drive and dedication to overcome obstacles to achieve your goals.

• Has superb interpersonal skills and can establish strong relationships.

• Anticipates and neutralizes obstacles and objections.

• Is a skillful influencer of internal and external resources.

• Demonstrates mature and humble leadership and communicates priorities and expectations effectively.

Enjoy your career

Some of the best things about working at Avanade

• Opportunity to work for Microsoft's Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 80 hours per year for training and paid certifications).

• Real-time access to technical and skilled resources globally.

• Dedicated career advisor to encourage your growth.

• Engaged and helpful coworkers genuinely interested in you.

Find out more about some of our benefits - [1] Employee Benefits at Avanade | Avanade

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. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You'll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It's all here, so take a closer look!

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our [2] Inclusion & Diversity page

Create a future for our people that focuses on

• Expanding your thinking

• Experimenting courageously

• Learning and pivoting

Inspire greatness in our people by

• Empowering every voice

• Encouraging boldness

• Celebrating progress

Accelerate the impact of our people by

• Amazing the client

• Prioritizing what matters

• Acting as one

Learn more

To learn more about Avanade check out these links

• [3] LinkedIn

• [4] Inside Avanade Blog

• [5] Avanade Careers

Compensation for roles at Avanade varies depending on a wide array of factors including but not limited to the role, skill set and level of experience. As required by local law, Avanade provides a reasonable base salary range of compensation for roles that may be hired throughout Canada, as set forth below:

Base Salary Range: $120,000 - $142, 500 + competitive pay mix

References

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We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Avanade believes that all persons are entitled to equal employment opportunities, and we do not discriminate against our employees, applicants, or job seekers because of their race, color, gender, religion, national origin, disability, veteran status, age, marital status, sexual orientation, genetic information, gender identity, or any other protect group status as defined by law.