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Sydney, New South Wales, Australia
Hybrid
Summary
What if the next deal you closed didn't just hit a revenue number — it genuinely changed the way a major organisation operates, serves its customers, or delivers for citizens?
At Avanade, that's not an aspiration - it's Tuesday. As the world's leading Microsoft services provider and the only company built at the intersection of Accenture and Microsoft, we exist to help businesses and communities achieve more through innovative digital solutions. With over 60,000 professionals operating across 26 countries, we combine the scale of a global firm with the agility of a team that genuinely cares about the work.
We're now looking for a driven Business Development professional, at Manager or Senior Manager level, to join our Sales team. This is a high-impact, client-facing role where your commercial instincts, industry relationships, and ability to craft compelling solutions will directly shape how Avanade grows in the market.
If you thrive on building trust at the executive level, are energised by complex pursuits, and want to be part of a team that doesn't just talk about transformation but actually delivers it - we'd love to hear from you.
Together we do what matters.
The Role & Key Responsibilities
As a Business Development Manager or Senior Manager, you will be a key driver of Avanade's commercial growth, working across targeted industries, accounts, and territories to originate, shape, and close meaningful opportunities. You will operate across the full sales lifecycle: from identifying and qualifying early-stage opportunities through to negotiating commercial terms and achieving deal closure.
Your day-to-day will include:
Originate, qualify, negotiate, and close opportunities across Avanade's service portfolio, from cloud migration and managed services to AI, data, and digital transformation.
Develop and execute account-based growth strategies to identify and advance high-value opportunities across target industries, clients, and territories.
Build and maintain trusted relationships with senior executives, C-suite stakeholders, and key decision-makers to drive long-term client value and sustainable revenue growth.
Partner with Microsoft, Accenture, and the broader alliance ecosystem to create, expand, and co-sell strategic opportunities.
Lead cross-functional pursuit teams, including bid/proposal, delivery, SMEs, legal, and finance, to design, position, and deliver differentiated solutions.
Shape commercial strategies, develop compelling value propositions and business cases, and negotiate agreements across complex deal structures.
Serve as a trusted advisor to clients, leveraging deep industry expertise, market insights, and Avanade's cloud, AI, and digital transformation capabilities.
Collaborate with Avanade Client Account Leads (ACALs), Regional Marketing, Sales Operations, and Finance teams to drive coordinated go-to-market execution.
Contribute to Avanade's sales pipeline health, accurate forecasting, and consistent execution against bookings targets.
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Skills, Experience & Qualifications
Industry Expertise
Proven experience selling into one or more of the following verticals: Federal or State Government, Health
Strong existing relationships with C-suite and senior business leaders within your Health and Public Service industry.
Demonstrated understanding of industry-specific policy drivers, market dynamics, and how digital solutions drive business outcomes.
Familiarity with the nuances of engaging government or enterprise stakeholders across complex, multi-departmental environments.
Business Development & Sales Leadership
7+ years of enterprise sales and business development experience within consulting, technology services, or digital transformation organisations. Candidates must have an actual background in sales, with formal training in selling services (not just account management or delivery).
Proven success originating, shaping, and closing large-scale consulting and technology engagements, including:
Systems Integration
Cloud Migration and Modernisation
Managed Services and Outsourcing
Application Transformation
Data, AI, and Digital Transformation
Consistent achievement of significant annual bookings targets (e.g. $10M+ AUD per annum).
Strong track record of developing and closing deals typically ranging from $5M to $20M+ Total Contract Value (TCV).
Experience creating innovative commercial structures, outcome-based value propositions, and deal economics that deliver competitive advantage.
A consultative sales background is imperative. You understand solutions selling and how to connect client business problems to the right outcomes, and you have a genuine understanding of how your industry works commercially.
Technology & Innovation Acumen
Strong understanding of Microsoft technologies, particularly AI and Generative AI, and their ability to transform business performance.
Ability to translate technology investments into measurable business outcomes and strategic growth objectives for clients.
Comfortable engaging at both technical and executive levels to build compelling cases for digital transformation.
Leadership, Presence & Collaboration
Credible, influential, and commercially astute, you are able to engage and advise senior executives, align diverse stakeholder groups, and drive a shared vision.
Skilled at navigating complex, matrixed organisations across clients, partners, and global delivery teams.
Collaborative and adaptable, comfortable working across multiple cultures, perspectives, and working styles.
Highly organised, resilient, and capable of managing multiple strategic pursuits simultaneously without losing focus on outcomes.
About You
This role is open at two career levels - Manager and Senior Manager. We encourage you to apply if you identify with either profile below. We're looking for hungry, commercially driven people at different points in their growth journey. What matters most is your mindset, your track record, and your passion for the craft.
Whatever level you're at, you are:
Consultative, collaborative, and a natural relationship builder
Resilient, adaptable, and calm under complexity
Intellectually curious and genuinely passionate about technology and its business impact
A compelling storyteller, you can make the complex simple and the simple compelling
Someone who takes ownership and drives outcomes, not just activity
If you're applying at Manager level, you likely:
Have a solid track record of driving qualified pipeline and closing standard to moderately complex deals
Are experienced at coordinating bid and capture work, keeping internal stakeholders aligned through the sales cycle
Bring structured stakeholder management and know how to mobilise teams around a pursuit
Are comfortable contributing to win strategy and ensuring proposals are coherent and responsive
Want to grow your leadership and deal complexity over time and are looking for the right environment to do so
If you're applying at Senior Manager level, you likely:
Have led large, complex, high-impact pursuits end-to-end, from capture strategy through to close, often across multiple stakeholders with significant commercial stakes
Own and expand relationships at the most senior levels of client organisations, influencing both deal outcomes and broader account strategy
Drive the 'why and how' of win strategy, you don't just execute, you set direction
Have experience mentoring team members and contributing to broader organisational growth beyond your own deal targets
Bring a point of view on go-to-market strategy, and know how to translate it into pipeline and revenue
If you're somewhere between these descriptions - or slightly beyond them - we still want to hear from you. We hire for trajectory as much as tenure.
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