Job Family Overview:

Client Solutions Development is accountable for translating Client Solutions strategies into specific actions to achieve sales and go-to-market objectives for assigned geographic scope (global/area/region). This role emphasizes tactical execution, operational rigor, and local market alignment. Client Solutions Development optimizes portfolio relevance, strengthens relationships with local partners, and ensures the seamless delivery of GTM campaigns.

Job Overview:

Client Solutions Development is accountable for translating Client Solutions strategies into specific actions to achieve sales and go-to-market objectives for assigned geographic scope (global/area/region). This role emphasizes tactical execution, operational rigor, and local market alignment. Client Solutions Development optimizes portfolio relevance, strengthens relationships with local partners, and ensures the seamless delivery of GTM campaigns.

Key Accountabilities:

• GTM Execution: Drive the execution of GTM initiatives, aligning with Client Solutions priorities to achieve regional sales targets and enhance GTM efficiency. 

• Portfolio Management: Manage the lifecycle of GTM assets, leveraging market insights to tailor offerings, ensure customer alignment, and support the Region, Area and Global portfolio strategies. 

• Sales and ROI Focus: Execute targeted campaigns to maximize ROI, increase campaign conversion rates, and reduce time-to-market for new offerings. 

• Partner Collaboration: Establish productive relationships with Microsoft and other partners, integrating their assets into Avanade’s GTM strategies and increasing local lead generation. 

• Local Brand Amplification: Strengthen Avanade’s presence in the assigned geography through effective campaigns and partnerships, enhancing brand visibility and reputation.

Client Solutions Developmentは、クライアント向けソリューション戦略を、担当する地域（グローバル／エリア／リージョン）における売上およびGo-to-Market（GTM）目標の達成につながる具体的な施策へと落とし込む役割です。
戦術的な実行力とオペレーションの確実性を重視し、ローカル市場の特性を踏まえながら、最適なポートフォリオ構成、パートナー連携、GTMキャンペーンの推進を行います。

主な業務内容

1. Go-to-Market（GTM）施策の実行

• Client Solutionsの方針・優先順位に沿ってGTM施策を実行

• 地域別の売上目標達成に向けた施策推進

• GTM活動全体の効率化・実行品質の向上

2. ポートフォリオマネジメント

• GTMアセット（提案資料、キャンペーンコンテンツ等）のライフサイクル管理

• 市場・顧客インサイトを活用したオファリングの最適化

• リージョン／エリア／グローバルのポートフォリオ戦略との整合確保

3. 売上・ROIの最大化

• ROIを重視したターゲット型キャンペーンの企画・実行

• キャンペーンのコンバージョン率向上

• 新ソリューションの市場投入までのリードタイム短縮

4. パートナーとの連携

• Microsoftおよびその他の戦略パートナーとの関係構築・強化

• パートナーアセットを活用したGTM施策の推進

• ローカルにおけるリード創出の拡大

5. ブランド認知・プレゼンスの強化

• 効果的なキャンペーンやパートナー施策を通じたブランド認知向上

• 担当地域におけるAvanadeの市場プレゼンス強化

アドバイザリーサービスの未来を共に築きましょう。クライアントへの価値提供を通じて、市場をリードする存在となることができます。 

一緒に働きましょう

アバナードのアドバイザリー部門は、クライアントの経営・業務・ITを横断的に支援する役割を担っています。今後、公共領域においては、クライアントと共に実務を推進し、かつ戦略的に全体最適を図ることのできるPMO人材を継続的に確保・育成することが急務です。そのため今回、さらなる体制強化のためにPMOを募集いたします。

【業務詳細】

プレイングマネージャーとして、チームマネジメントだけでなくクライアントやプロジェクトの現場でのデリバリー、案件獲得に向けた企画・提案をお任せいたします。

■デリバリー中心型

クライアントやプロジェクトの現場に入り込み、計画策定から実行支援するPMOとして、以下の業務を担います。

• プロジェクト統制

• 課題・リスク管理

• 品質管理・テスト支援

• 移行・運用立上げ支援

• 会議体運営・調整

• 発注者・ベンダー間の調整・合意形成のファシリテーション

■提案中心型

提案・企画段階からの支援・業務を担います。

• 調達仕様書対応支援

• 構想策定・案件企画

• 案件立上げ支援

アバナードで働くことの魅力

• マイクロソフトテクノロジーを活用したソリューションを展開するリーディングカンパニーで働くこと

• 19度目のマイクロソフト グローバル SI パートナー アワードを受賞（2024年） 

• 充実したトレーニングプログラム（年間80時間以上、認定資格取得への支援） 

• テクノロジーやスキル向上のための豊富なグローバルリソースの活用 

• 全ての社員のキャリアを支援するキャリアアドバイザー制度

• 風通しが良く、チームワークで仕事を進められる環境

働きやすい職場

アバナードには、あなたがお持ちの優れた知見を遺憾なく発揮できる環境であるだけではなく、先進的な技術を活用した新たな経験やテクノロジーに対する強い情熱を満たすことができるトレーニングプログラムなど、プロフェッショナルとしての更なる成長を遂げることができる数多くの機会が存在します。

アバナードは、インクルージョン＆ダイバーシティ（I&D）の文化の醸成に力を注ぎ、この多様性を通じて、革新性や創造性を培い、クライアントや社会に貢献しています。

豊富な経験を持つ60,000人以上のプロフェッショナルが世界中におり、相互に協力しながらプロジェクトを遂行するチームワークのカルチャーの中で、継続的に学ぶことができるトレーニングプログラムやキャリアアドバイザー制度を活用しながら、新たなキャリアを進んでいただくことができます。 

チームワーク、新たなテクノロジーの習得を通じて、クライアントの問題解決に応えるアバナードは、その先で私達の仕事の結果、人の働き方、コミュニケーションやコラボレーションなど真のヒューマンインパクトをもたらせることができるかを原動力に日々活躍しています。

Come join us
There’s one in every group—the person who sees what’s possible and goes after it. If you are a consultative deal hunter who gets energized by opening doors, shaping bold Microsoft-powered solutions, and closing transformational work, you’ll thrive at Avanade.

We’re hiring in Canada within our sales organization. You’ll be a player-coach—winning business directly while elevating the team around you—backed by one of the most deeply Microsoft-aligned consultancies in the market. Together, we do what matters.

Key Responsibilities

• Hunt, shape, and win opportunities—owning the end-to-end sales cycle from first outreach through negotiation and close, with VP/C-level buyers.

• Build pipeline and deliver revenue through multiple motions: new logo acquisition and land & expand growth across your assigned territory and accounts.

• Lead co-sell motions with Microsoft and collaborate with channel partners—aligning plans, shaping pursuits, and winning together.

• Lead complex pursuits and orchestrate the team to deliver outcome-led proposals—progressing opportunities through statements of work, commercial approvals, and contracting.

• Earn executive trust—map stakeholders, open doors, create referrals, and keep Avanade positioned as a long-term partner.

• Grow business across priority sectors: Financial Services, Healthcare & Life Sciences, Retail & Consumer Goods, plus Resources (Energy, Oil & Gas), Communications, Media & Technology (CMT), and Products (including Manufacturing).

Business Development Manager - Central Government

Avanade is looking for Business Development Managers who are deal hunters, deal makers, originators and self-starters who can develop and win new business in a complex consulting environment with sophisticated technology solutions.

Business Development role is accountable for originating, solutioning, qualifying, negotiating, and closing deals for all Avanade products, capabilities, services, and solutions. This role focuses on activating sales strategy in chosen Accounts or Territories to grow the market. This will include coordinating with the right teams, achieving the envisioned sales and revenue impact, and bringing necessary support through the business, tools and other requirements to the teams needed to embed new ways of delivering value to clients across a complex landscape.

The Business Development Manager operates within a region. This role is aligned to an Industry Group and works closely with other Business Development professionals, Regional Sales Leadership, Avanade Client Account Lead (ACAL), Regional Integrated Go-to Market, Regional Marketing teams, Finance, Legal, Sales Operations, Alliance teams and counterparts in Accenture and Microsoft.

Industry Group: This role will fall within the mid Market Central Government industry

Within this role you will be selling digital transformation services (e.g. Microsoft Dynamics or Azure Cloud implementation/integration) to clients within the industry. Hence, we require you to have experience selling these types of services in the industry.

Come join us

There is one in every group - the person who dreams big and has the motivation to bring their ideas to life, even as others might roll their eyes and prefer to play it safe. Are you that person?

Are you the one who isn’t afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working? Because we are building teams of people like that to help our clients unlock the power they need now and own what is next.

Together we do what matters.


What you’ll do

• Business Growth
  
  · Create a business development plan to assess, qualify, develop, and shape key opportunities in client accounts, territories, sectors and ensure continued financial health and maximum value creation for both our clients and Avanade
  
  · Work closely with partners and alliances (Microsoft, Accenture, and ecosystem partners etc.) to grow the book of business
  
  · Build and maintain strong long-term relationships with key decision-makers and influencers within client organizations in support of business development objectives
  
  · Develop and implement a relationship management plan for potential client accounts (whether in an existing client account or building new "white space" territory within an industry sector) to identify and build relationships
  
  · Manage key client relationships (in chosen Accounts); collaborating with the Avanade Client Account Leads (ACALs), where appropriate, to drive business growth
  
  · Understanding client's buying processes and stakeholder decision chains
  
  · Engage with clients to clarify client needs and translate them into potential Avanade solution opportunities
  
  · Lead/support a cross-functional internal team (e.g. technical, commercial, legal) to configure bespoke solution that meet the client’ mid- to long-term needs.
  
  · In collaboration with various internal stakeholders negotiate client agreements, ensuring that client requirements are met through a compelling and differentiated value proposition
  
  · Collaborate internally and work as the client champion in cross-functional teams to build strong external client relationships and meet client needs.
  
  · Act as a player-coach, delivering outcomes as an individual contributor
   
• Market Strategy
  
  · Develop a personal network of senior executives (e.g., via social media techniques or in-person events) within the business sector and at relevant advisory and regulatory bodies. Represent the organization at major business sector events.
  
  · Develop a personal network of senior managers (e.g., via social media techniques or in-person events) within the business sector and represent the organization at business sector events.
  
  · Contribute to the account strategies across Avanade’s portfolio of complex accounts.
  
  · Leverage market intelligence to optimize and broaden Avanade's business positioning and enhance its reputation
  
  · Craft and deliver value-oriented proposals to the client that clearly articulate the business benefits from adopting Microsoft-based solutions from Avanade
  
  · Provide thought leadership and sales collaboration with our channel partners and become a trusted advisor for the channel in chosen Accounts, where appropriate
   
• Key Performance Indicators
  
  · Booked Sales Target
  
  · Pipeline Target
  
  · Forecast Accuracy
  
   

Skills and experiences

· Client Focused

· Business Insights

· Action-oriented

· Ensures accountability

· Communicates effectively

· Interpersonal Savvy

· Drives Results

· Persuades

· Builds Networks

· Manages Complexity

· Collaborates


About you

Characteristics that can spell success for this role

· Proven track record of selling large-scale consulting engagements that include global delivery within the industry (deals over $1M in size and total quota over $5M)

· Highly organized with strong time management and coordination skills

· Resilience in dealing with multiple client stakeholders to unify the vision and strategy

· Natural leader who is defined by their knowledge and experience

· Sense of urgency surrounding a necessary action, tool, collaboration etc. required to make an impact within the industry and organization

· Collaborative and able to navigate multiple cultures and styles

· Problem solving mindset

· Mature interpersonal and persuasion skills

· The ability to persevere in the face of challenges

· Relentless commitment to higher standards balanced with a pragmatic outlook

· Attitude of continuous improvement and seeking input

· Inclination to seek and analyze data from a variety of sources to support decisions.

· Proficient in sales methodologies with a solid understanding of various sales techniques and strategies and the ability to apply them effectively.

· Industry expertise and the ability to navigate and anticipate the industry within a particular region (if applicable)

· Education and/or experience in the relevant field/business

· Likely has 6+ years of experience in sales or business development, relationship building, acting as a trusted advisor to address customer needs, or driving sales in a solution-selling environment.

· Experience in a direct selling role

Enjoy your career

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

Some of the best things about working at Avanade

· Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 80 hours per year for training and paid certifications)

· Real-time access to technical and skilled resources globally

· Dedicated career advisor to encourage your growth

· Engaged and helpful coworkers genuinely interested in you

Find out more about some of our benefits [1] here.


A great place to work

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and our communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, but to also lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our [2] Inclusion & Diversity page.

Create a future for our people that focuses on

• Expanding your thinking • Experimenting courageously • Learning and pivoting

Inspire greatness in our people by

• Empowering every voice • Encouraging boldness • Celebrating progress

Accelerate the impact of our people by

• Amazing the client • Prioritizing what matters • Acting as one


Learn more

· Why Avanade for Sellers link (TBD)

Interested in knowing what’s going on inside Avanade? Check out our blogs:

· [3] Avanade Insights - exchange ideas that drive tomorrow’s innovation

· [4] Inside Avanade - explore what life is like working at Avanade


References

Visible links:
1. https://www.avanade.com/en-gb/career/benefits
2. https://www.avanade.com/en-us/about-avanade/inclusion-and-diversity
3. https://www.avanade.com/en/blogs/avanade-insights
4. https://www.avanade.com/en/blogs/inside-avanade