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 role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. It focuses on activating sales strategy in chosen accounts or territories to grow the market, coordinating with teams to achieve sales and revenue impact, and providing necessary support through business tools and other requirements.

What you’ll 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) 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 (in chosen accounts); collaborating with Avanade Client Account Leads (ACALs) to drive business growth.
• Understand client 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 work 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.

Market Strategy

• Develop a personal network of senior executives via social media techniques or in‑person events within the business sector and at relevant advisory and regulatory bodies; represent the organization at major sector events.
• Contribute to account strategies across Avanade’s portfolio of complex accounts.
• Leverage market intelligence to optimise and broaden Avanade’s business positioning and enhance its reputation.
• Craft and deliver value‑oriented proposals to the client that articulate the business benefits of adopting Microsoft‑based solutions from Avanade.
• Provide thought leadership and sales collaboration with channel partners and become a trusted advisor for the channel in chosen accounts, where appropriate.

Key Performance Indicators

• Booked Sales Target
• Pipeline Target
• Forecast Accuracy

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 over $1M with total quota over $5M.
• Highly organized with strong time management and coordination skills.
• Resilient in dealing with multiple client stakeholders to unify vision and strategy.
• Natural leader defined by knowledge and experience.
• Sense of urgency surrounding necessary action, tools, and collaboration to make an impact.
• Collaborative and able to navigate multiple cultures and styles.
• Problem‑solving mindset.
• Mature interpersonal and persuasion skills.
• 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 solid understanding of various sales techniques and strategies.
• Industry expertise and ability to navigate and anticipate the industry within a particular region (if applicable).
• Education and/or experience in the relevant field or 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.

Benefits

• Opportunity to work for Microsoft’s Global Alliance Partner of the Year with exceptional development and training (minimum 80 hours per year).
• Real‑time access to technical and skilled resources globally.
• Dedicated career advisor to encourage your growth.
• Engaged and helpful coworkers genuinely interested in your success.
• Company purpose‑built for business-critical, leading‑edge technology solutions, committed to improving how people work, interact, and live.

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