Business Development Manager - FSI & Products
- Posted 11 January 2023
- Job type Permanent
Paid Parental Leave
Flexible Working Arrangements
Leadership Development Program
Raise Numbers Of Women In Leadership
Internal Women's Networking Group
The role of Business Development Manager is a critical leadership role to drive sales within our Finance and products industry across Singapore/Malaysia. As an industry expert you will look at the bigger challenges and opportunities and coordinate the targeted sales strategy into local execution. By influencing local leadership and teams, by partnering with regional leads, you will work on the Singapore/Malaysia market footprint through business development and sales.
As the Business Development Manageryou will analyse our current standing within the Finance and Products industry in Singapore/Malaysia and how to improve and grow this further based on your experience, network and knowledge of the market. Using your extensive sales experience and specific industry knowledge you will make a business sales plan and execute it throughout the region.
The Business Development Manager is responsible for driving overall client satisfaction, sales, revenue, profit, and people leadership for all strategic/key indirect and direct client(s) in the designated portfolio.
Key Role Responsibilities.
Apply and leverage Sales Process (DEEPR)
Solution Selling and Account Management practices
Lead and manage customer engagement opportunities from 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
Leverage 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 manage sales performance, forecasting, revenue generation, and customer satisfaction
Continuously manage customer satisfaction and follow through on opportunities to cross-sell
Develop and 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
Key Role Skills and Capability Requirements.
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,
Experience selling IT projects and solution selling
Able to leverage network of inside and outside contacts to increase influence
Experience selling outsourcing / managed services deals and/or other large
scale engagements that include significant offshore delivery.
Experience leveraging 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 deals
Preferred Education Background.
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
What we offer you
Come for the distinctive experiences you have helping forward-thinking corporations, non-profits, and governments push the boundaries of digital innovation. Stay for the limitless learning opportunities that encourage you to master Microsoft and pursue big ideas. Enjoy ambitious growth for yourself as part of Avanade’s people-first culture with benefits like employee share purchasing, flexible work arrangements, a commitment to diversity and inclusion, and competitive pay.