Solutions Sales Director


Industry: Technology Consulting | Remote - Anywhere in the U.S.

1 year ago

Primary Skills Required
United States

Resource Type
Direct Hire

120,000.00 to 300,000.00 Salary - Total Comp


Job Description

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.

You will be responsible for working in our direct alliance channel (i.e. Microsoft) and direct Cambay generated opportunities and have demonstrated a proven track record in new business experience with experience in managing a $3M quota. Your strong connections and your tenacity to be an assertive partner, along with your background in high-value services (Azure, M365, D365, BI & Analytics 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 help us grow our Microsoft practice within a global business growing business.

About The Role:

  • In a highly strategic Business Development role, you will be responsible for leading and running the entire sales cycle for your Direct business.
  • You will drive new and incremental revenue by prospecting, acquiring and developing new and fast-growing business with direct clients.
  • You will also work closely with partners driving new business.
  • You will build a pipeline for growth and closing business, including statements of work and contracts. You will interact with new and current clients, gain referrals from them and form strong trust relationships that open doors and close deals.
  • You will maintain extensive knowledge of current market conditions, contending offerings and current penetration of services and solutions. 
  • Best yet, you get to sell everything we have because after all, this is about resolving your clients business problems, not selling 'something' to meet a quota.
  • Identify opportunities to increase sales volume while ensuring client satisfaction is achieved.
  • Understand how our custom application and azure platform offerings can solve pressing client problems and present these in a compelling way working with subject matter experts and strategies.
  • Manage customer relationships for new and existing accounts.
  • Prospect, acquire, develop and expand business leads, including working with Microsoft leads.
  • Work with the market & capability teams to capture client buying patterns and input into offering development.
  • Achieve short- and long-term revenue and profit growth by increasing the profitability of a portfolio of accounts by cross-selling service lines, including Application managed services and/or Infrastructure managed services.

About You:

  • Build and maintain access to key business decision makers and generate C-level contacts by networking across the marketplace.
  • Understand the needs of your partners and marshal the right resources.
  • Meet with potential clients to grow, maintain and demonstrate valuable relationships.
  • Apply and demonstrate the Avanade Sales Process, solution selling and account management practices.
  • Use detailed, comprehensive industry knowledge and experience to develop and support project strategies and advise and support team members and project partners.
  • Occasionally travel to your client’s site, as needed.
  • You are a deal maker and self-starter who develops and wins new business in a complex consulting environment with sophisticated technology solutions.
  • You work with energy, drive and dedication to overcome obstacles to achieve your goals. You take ownership and encourage others to make a positive impact.
  • You have superb interpersonal skills and can establish relationships and neutralize conflict with colleagues, clients and others at any level inside and outside your organization.

About Your Likely Skills:

  • Selling Azure, Dynamics 365 CRM, Modern Workspace deals or other large-scale consulting engagements that include global delivery.
  • Working effectively with Microsoft & other partners to grow your Direct Book of Business
  • Agility to respond to new situations by modifying your performance & adopting new skills and abilities.  
  • Love of being the Hunter, the Originator and your business development experience includes advanced closure capabilities.
  • Prescriptive sales principles and practices. 
  • Crafting and positioning business results-oriented propositions.
  • Able to act as a trusted advisor in addressing our customer's business needs.
  • Strong communication skills, including presenting on general and industry-specific topics.
  • You will have 8+ years of experience in business development, relationship building & advanced closure, and in driving sales in a solutions-selling environment at the C-suite level.
  • 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.
  • 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
  • Solid understanding of Cambay solutions, Microsoft products and technology services, industry solutions and of competitive offerings

Education: Bachelor's degree in business, sales or marketing recommended; or relevant work experience in selling Microsoft Cloud Azure, D365, M365 & BI & Analytics services.