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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business development and B2B sales within the technology sector, with a strong focus on consultative sales and relationship-building with C-level executives. Proficient in managing sales pipelines and negotiating high-value contracts while aligning technology solutions with client objectives.
Highest-signal resume keywords
Business DevelopmentConsultative SalesSales Pipeline ManagementContract NegotiationMicrosoft Solutions Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
B2B SalesConsultative Sales of Technology ServicesContract NegotiationSales Metrics ManagementGo-to-Market Strategy Development
Soft Skills
Relationship BuildingInfluencing Decision-MakersStrategic Business Perspective
Tools & Technologies
AzureData & AIDynamics 365Microsoft 365Power Platform
Industry Keywords
Middle Market SegmentTechnology ConsultanciesIT Service ProvidersCommercial DynamicsDigital Transformation
Tech Stack
Tools & technologiesAzureCloudCyber SecurityERPGo
About the role
Key responsibilities & impact- Develop and execute commercial strategies to acquire new clients (New Logos) in the Middle Market segment.
- Identify and prospect companies with business potential, building a consistent pipeline of opportunities.
- Map markets, segments, companies, and strategic stakeholders to identify commercial entry and expansion opportunities.
- Build relationships with C-level executives and other decision-makers.
- Lead the full consultative sales cycle, from prospecting and qualification through contract negotiation and closing.
- Position Avanade’s portfolio of solutions by connecting business challenges with digital transformation and technology modernization initiatives.
- Identify opportunities related to Application Services, Cloud, Data & AI, Cybersecurity, ERP, Modern Workplace, and other portfolio solutions.
- Partner with pre-sales, architecture, delivery, and specialist teams to structure commercial proposals aligned with client needs.
- Lead complex commercial negotiations, including value proposition development, contracting models, pricing, and commercial terms.
- Manage pipeline, forecast, conversion metrics, and sales targets.
- Collaborate with internal teams and the Microsoft ecosystem to develop new business opportunities.
Requirements
What you’ll need- Strong experience in business development and B2B sales within the technology and IT services market.
- Proven track record of winning new clients (New Logos), with the ability to open markets and generate business.
- Experience in consultative sales of technology services, digital solutions, and transformation projects.
- Knowledge of the Middle Market segment, including company profiles, commercial dynamics, and business challenges.
- Experience negotiating high-value contracts and solutions.
- Ability to build relationships with and influence C-level executives and key decision-makers.
- Experience managing sales pipelines, forecasts, targets, and sales metrics.
- Strategic business perspective and the ability to connect technology solutions with client objectives.
- Knowledge of the Microsoft ecosystem and its solutions portfolio.
- Commercial experience with Microsoft solutions, including Azure, Data & AI, Dynamics 365, Microsoft 365, and Power Platform.
- Established relationships with Middle Market companies and executives.
- Experience working for technology consultancies, systems integrators, or IT service providers.
- Experience developing Go-to-Market strategies and entering new markets.
Benefits
Comp & perks- Meal or food allowance
- Multi-benefit card (up to Senior Consultant level)
- Medical and dental insurance
- Certifications and training
- Life insurance
- Private pension plan
- Avababy: pregnancy support and a kit for new parents
- Company profit-sharing program
- Wellhub
- Childcare assistance
- Career mentoring
- Birthday Off policy (one day off during your birthday month)
- Wellness sessions
- For management positions: company vehicle, parking, and fuel allowance