Summary
Avanade is recruiting Business Development Managers (BDM) for the Energy & Utilities business unit. The role focuses on acquiring net-new clients and expanding our portfolio of technology consulting solutions in a complex, multi channel environment.
Sales territories will cover the following industry sub sectors within the United Kingdom:
- Exploration and Production (Oil & Gas)
- Energy
- Energy Procurement & Construction (EPC) including renewables
- Refining & Processing (Bitumen, Lubes, Fuels & LNG)
- Storage (Gas & Carbon Capture)
- Fuels Retail
- Capital Project Construction (including storage and generation of energy - gas, wind, solar, hydro, biofuels, batteries)
- Chemicals (Production, Oil Refining, R&D, Storage & Transportation)
- Commodities & Energy Trading (selling derivatives of energy, industrial metals, agricultural products, precious metals, exchanges, transport and ports)
- Mining and Mining Services
- Industry bodies & Regulators (IOGP, NESO, Energy Traders Europe, etc.)
- Sustainability (NetZero, emission reporting & regulation)
Key Responsibilities
- Identify and engage new clients to expand the client portfolio.
- Identify sales opportunities across key channels to increase sales volume.
- Assist management in devising sales plans and strategies.
- Sell a portfolio of Avanade and/or third party software products directly to end user organisations.
- Specialise in the sale of one or more key technologies in the Microsoft stack (Applications, Cloud Services, Modern Workplace, Data, AI and Security).
- Generate sales revenue in low to medium risk and return activities.
- Lead relationships for new accounts; prospect, acquire, develop and expand business leads.
- Support the wider Account Leadership team and provide leadership on specific opportunities.
- Achieve short and long term sales growth through cross selling within existing and new accounts.
- Accountable for an individual sales target and full sales life cycle management (origination to contracting and closure).
Qualifications & Experience
- Extensive experience selling solutions, especially large scale, multi year solutions.
- Proven track record in new business acquisition and closing deals with white space accounts for the Energy, Chemicals and Natural Resources sector.
- In depth knowledge of the Microsoft ecosystem, its channels, and optimisation of Avanade's engagement.
- Experience with the managed service landscape within the UK.
- Strong customer interface and presentation skills with a customer service mindset.
- Skilful negotiator, confident at the c suite level.
- Experience selling digital solutions on the Microsoft technology platform.
- Experience working with and selling IT solutions to clients.
- Average deal sizes in excess of £250k.
- Successfully achieved sales targets of $4-7m+ in a year (depending on level).
- Superior knowledge of sales pipeline management and quota attainment.
- Solid account planning skills (utilising the global standard account plan).
- Solid understanding of Avanade solutions, Microsoft products and competing offers.
Additional Information
- Identify and complete market research on new client targets within the Energy, Chemicals and Natural Resources sectors.
- Create and deliver a contact and origination plan against identified target customers.
- Work partner channels to collaboratively identify targets.
- Create 30 , 60 , and 90 day plans from onboarding, tracking and reporting progress to senior leadership.