Financial Services Industry Business Development Executive

Location: Kuala Lumpur
Job type: Permanent
Contact: Leong, Jamie
Reference: 45792

Role Overview:

Avanade’s Business Development Leaders are responsible for generating and closing sales for Avanade’s services. This team brings in net-new business and continuously nurtures and expands existing customer relationships by identifying new service and solution opportunities.

As a Business Development Lead, you’ll be assigned a portfolio of customers with a focus on developing new client relationships and building business.

You’ll identify and initiate long term C level relationships with new high-value customers and cross-sell new services to existing customers. You’ll lead your team in consistently exceeding customer satisfaction.

The role is within the Financial Services Operating Group (OG) within Avanade.


Key Role Responsibilities:


Daily responsibilities include:

Develop and execute Portfolio Strategy and Account Plans
Strong engagement & account management experience, ability to manage internal business groups and manage key business, delivery, and Ops stakeholders
Work closely with strategic account leads, build strategic pursuits, collaborate, bring value, and originate opportunities within existing accounts
Hunt for new logos in Singapore and Malaysia Financial Services space
Plan and manage sales performance, forecasting, revenue generation and customer satisfaction for assigned accounts
Architect complex and high-impact sales deals
Lead customer engagement opportunities from lead generation to deal review, negotiation and closing
Create compelling proposals and work with engineering to coordinate delivery
Develop strong C-level customer relationships, manage customer satisfaction, and drive cross-sell opportunities
Maintain strong understanding of Avanade offerings, Microsoft and Accenture solutions, and competitors' offerings
Develop and maintain opportunity pipeline using Avanade customer relationship management (CRM) system.
Support regional 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 Skill & Capability Requirements:

Essential Skills and experience:

The role requires someone having worked with clients in the local Financial Services market and has strong local connects in the space
The role requires someone who has a strong level of experience of winning business transformation projects and business change programmes.
The roles requires someone who has managed a portfolio of USD 5-8M
The roles requires someone who has managed multiple key accounts
The role requires someone who has good local connections and contacts with clients in the Financial Service industry in Singapore.
Has experience in acquiring new logos
Has ability to align and work as a team for joint success, while liaising with key internal business, delivery, and technical stakeholders
The role requires someone who is independent, and is technology savvy. He/she should be able to hold a first level technical discussion with key client stakeholders to understand the business issues, technology enablers, and qualify opportunities to be pursued or otherwise, without much help initially from technical SMEs.


About you:

This role demands a motivated, personable individual who operates with a high level of autonomy. You’re excited about the possibilities of using technology to transform business, and you’re gifted at crafting a vision that gets clients excited, too. You’re a strong team player, working towards a common goal and ensuring joint success.

Specific skills you possess include:

  • Tenacity and strong work ethic
  • High curiosity; in understanding your clients’ business, their issues, their reasons for investing or changing
  • Strong customer interface and presentation skills, with a Customer Focus attitude
  • Energetic and enthusiastic
  • Great people and presentation skills
  • Skilled negotiator
  • Strong track record in managing sales pipelines and meeting revenue quotas.
  • You have experience selling large, complex, multi-year IT projects and solutions and working with global delivery centers. With at least seven years of services sales or professional consulting experience, and at least five years in management, you are a seasoned business development veteran.

Strongly preferred:

  • Experience selling large-scale engagements that include significant offshore delivery.
  • Experience leveraging offshore resources in deal pursuits.

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

Preferred Years of Work Experience:

You will likely have 8+ years of services sales or professional consulting experience

Preferred Years of Management Experience:

4+ years of management experience

Accountabilities & Metrics:

  • Sales and Revenue targets
  • Personal goals

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.