ERP Sales Lead
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ERP Sales Lead
In support of this journey, we need to capitalize our capabilities and have identified our ERP practice as priority business area for growth. Our aim is to grow our existing strong base of clients and core business through increased sales focus, driving the growth strategy and delivering sales and revenue targets. As Business Development Manager, you will be instrumental in ensuring we achieve these objectives.
This is a senior role with wide-ranging and often complex responsibilities, which call for a depth and breadth of business knowledge beyond the business development discipline. You will be capable of developing long-lasting customer relationships and gaining referrals with new and existing accounts. As Group Manager, you will have a deep understanding of the needs of various partners, and be able to marshal the right resources with or without direct authority.
You will be responsible for working in our direct alliance channel (i.e. Microsoft®) and have a demonstrable and proven track record in new business experience, in white space accounts with £3million+ deals. With previous, solid consulting services sales experience and a flair for closing deals, you will thrive working with colleagues in a wider team using innovation and exciting customers with your enthusiasm. Your strong connections and your tenacity to be an assertive partner, along with your background in high value services (consulting services, system integration, ERP implementation, offshore development and managed services) will attest to your credibility with senior partners and clients.
You will have the opportunity to be able to support, shape and grow our ERP practice within a global business; one who is also the Microsoft® #1 Partner.
Day to day, you will:
See opportunities to increase sales volume while ensuring service levels are met
Assist management in devising sales plans and strategies
Sell a portfolio of Avanade and/or third-party software products directly to end-user organizations.
Specialize in the sale of enterprise solutions, consulting services, managed services, applications software, and new software license sales.
Generate sales and drive revenue, typically in low-to-medium risk and return sales activities.
Lead customer relationships for new and existing accounts.
Prospect, acquire, develop and expand business leads.
Support the wider team and Account Managers on specific opportunities.
Achieve short- and long-term revenue and profit growth by increasing the profitability of accounts by cross-selling service lines, including Application managed services and/or Infrastructure managed services.
You have 6+ years selling global on/offshore solutions and are experienced in selling large scale multiyear managed services solutions; working with customer teams to identify managed services opportunities from lead generation to closing deals.
Proactive and practical, you will be adept at assessing customer requirements, and selecting appropriate methods to fulfil them. You will be skilled at settling priorities, establishing a systematic plan to ensure successful completion, and allocating time and resources effectively. Inside and outside Avanade, your social skills will enable you to use your network to facilitate, develop and influence.
Strong customer interface and presentation skills are needed in this role, together with a mind-set of customer service. A skillful negotiator, you will be confident acting as trusted advisor when dealing with customers' business needs. Experience selling consulting services or managed services deals or other large-scale engagements, including meaningful offshore delivery, is a significant advantage, particularly where they have involved using offshore resources in deal pursuits.
Knowledge of sales pipeline management, and sales and revenue quotas.
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)
Solid understanding of Avanade solutions, Microsoft products and technology services, Accenture industry solutions and of competitive offerings
Experience selling IT projects and solution selling
Education: Bachelor's degree in business, sales or marketing recommended; advanced degree (M.B.A. or equivalent) preferred
As with any role within a global professional services environment, the flexibility to travel - predominately around the UK - is a prerequisite.