Business Development Manager - Government and Public Service

Business Development Manager – Government and Public Service

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.

The Business Development 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.

Operations:
The Business Development Manager operates within a region, is aligned to an Industry Group, and works closely with various internal stakeholders and external partners.

• 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, ecosystem partners) 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 and collaborate with Avanade Client Account Leads (ACALs) to drive business growth.
• Understand the client’s buying processes and stakeholder decision chains.
• Engage with clients to clarify needs and translate them into potential Avanade solution opportunities.
• Lead or support a cross‑functional internal team (technical, commercial, legal) to configure bespoke solutions that meet the client’s mid‑to‑long‑term needs.
• Negotiate client agreements, ensuring that client requirements are met through a compelling and differentiated value proposition.
• Collaborate internally and act as the client champion in cross‑functional teams to build strong external client relationships and meet client needs.
• Act as a player‑coach, delivering outcomes as an individual contributor.
• Develop a personal network of senior executives and managers within the business sector and at relevant advisory and regulatory bodies.
• Contribute to account strategies across Avanade’s portfolio of complex accounts.
• Leverage market intelligence to optimize and broaden Avanade's business positioning and enhance 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 channel partners and become a trusted advisor where appropriate.

• Booked Sales Target
• Pipeline Target
• Forecast Accuracy

• Client Focused
• Business Insights
• Action‑oriented
• Ensures accountability
• Communicates effectively
• Interpersonal Savvy
• Drives Results
• Persuades
• Builds Networks
• Manages Complexity
• Collaborates

• 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 defined by knowledge and experience.
• Sense of urgency surrounding a necessary action, tool, collaboration, or requirement to make an impact.
• Collaborative and able to navigate multiple cultures and styles.
• Problem‑solving mindset.
• 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.
• Proficient in sales methodologies with a solid understanding of various sales techniques and strategies and the ability to apply them effectively.
• Industry expertise and ability to navigate and anticipate the industry within a particular region (if applicable).
• Education and/or experience in relevant field/business.
• 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.

Find out more about some of our benefits here.