Business Development Sales Executive - SME&C

Avanade is a leading company that offers Microsoft-powered solutions, and they are seeking a Business Development Sales Executive to drive sales in small and mid-market customer segments. The role involves managing a high-velocity pipeline, building relationships with partners, and leading the sales process from prospecting to closing deals.

Responsibilities:

• Build and progress a consistent pipeline through disciplined prospecting and partner-sourced lead flow
• Win Microsoft-powered services deals by running tight discovery, aligning solution teams, and leading pursuit execution
• Grow relationships through land-and-expand motions and clear account plans with Microsoft and channel partners
• Own the end-to-end sales cycle (prospect → discovery → solution shaping → proposal/SOW → negotiation → close) across net-new and expansion opportunities
• Build and convert a high-velocity pipeline through daily prospecting, outbound campaigns, and partner-sourced lead flow
• Lead Microsoft co-sell and channel motions: build joint account plans, activate partners, and run partner-led pursuits
• Run disciplined pursuit management: qualify fast, set a win strategy, mobilize delivery/solution teams, and manage internal approvals through contracting
• Develop and expand executive relationships: map stakeholders, create advocates, and position Avanade as a long-term partner
• Drive growth in priority industries (varies by territory), such as Financial Services, Healthcare & Life Sciences, Retail & Consumer Goods, Energy/Resources, and Communications/Media/Technology

Requirements:

• Demonstrated success winning net-new logos in technology services and/or consulting—able to cite recent deals you originated, shaped, and closed
• Strong prospecting discipline and pipeline management (territory planning, activity targets, clean CRM hygiene, and accurate forecasting)
• Consultative, value-based selling: discovery, storytelling, business-case development, and negotiation for complex deals
• Hands-on experience in the Microsoft ecosystem (co-sell and/or channel): joint account planning, partner activation, and working a shared pipeline
• High ownership and bias for action—able to mobilize teams and drive pursuits through internal governance and approvals
• Executive presence and communication skills—credible with client leaders and able to connect strategy to technology outcomes
• Bachelor's Degree or similar work experience
• Experience selling consulting/services in the SME&C (Small, Medium Enterprises & Channel) with a high-velocity motion
• Demonstrated success in Microsoft partner-led pursuits (e.g., joint account planning, marketplace/co-sell lead management)
• Familiarity with common Microsoft solution areas (e.g., Azure, Data/AI, Modern Workplace, Business Applications, Security)
• Experience building repeatable plays (ICP (Ideal Customer Profile), messaging, offers) and scaling them across a territory