Description
Country:SwedenCities:StockholmArea of expertise:Sales
Job Description
In your role as Director, Manufacturing Industry Lead, you will be responsible for generating sales and driving revenue through prospecting, acquiring, developing and expanding business leads to achieve short- and long-term revenue and profit growth. You will focus on Manufacturing accounts with high potential and build customer relationships with focus on new accounts, typically in high risk and high return sales pursuits.Day-to-day, you will:
Apply and leverage the Avanade Sales Process, Solution Selling and Account Management practices Lead and manage high potential customer engagement opportunities from lead generation, to deal review, to negotiations and closing Develop and execute Account Plans as well as maintain a deep understanding of the Manufacturing industry and the customer needs Develop strong customer relationships among decision makers and at C level with strong focus driving acquisition of new customersImpacting the success of meeting our company revenue goals and strategic direction Leverages strategic partners like Microsoft and Accenture Own proposal creation per Avanade's Sales Process and engage Delivery in due time; effectively hand over to Delivery and follow through on achievements vs. sold contract For assigned Industry and accounts, plan and manage sales performance, forecasting and revenue generation Continuously manage customer satisfaction and follow through on opportunities to cross-sell and up-sell Develop and maintain a high-level understanding of Avanade's offerings, as well as Microsoft and Accenture solutions and competitors offerings Develop and maintain an opportunity pipeline through the CRM–system, including support for Opportunity Pipeline Management Meetings, Forecasting, Opportunity Management as well as Business and Technical Proposal reviews Support regional marketing programs for brand development, market awareness, positioning and demand generation involving media, analysts and active participation within the IT community. About you:You are an experienced self-starter who thrives in a complex consulting environment working with sophisticated technology solutions. You work with high energy, true drive and commitment to overcome obstacles and achieve your goals. You take ownership and inspire others and make a positive impact. You have superb interpersonal skills and can build relationships with colleagues, clients and others at any level inside and outside your organization.Your background and skills likely include:
Hunter business development experience and proven ability to identify and secure new clients and projects Strong customer interface and presentation skills, with a customer-oriented attitude Able to skillfully navigate through negotiation phases Able to demonstrate thought leadership and innovation in addressing our customer's business needs Strong track record in managing sales pipelines and meeting sales and revenue quotas High level of understanding of Avanade solutions and offerings as well as Microsoft products and technology services Strong track record of selling complex IT projects and solution selling combining onshore, nearshore and offshore delivery Strong communication skills including presenting on general and industry-specific topicsAble to leverage extensive network of inside and outside contacts to increase awareness You will likely possess a Bachelor's degree (or equivalent) in business, sales or marketing (or relevant field); advanced degree (M.B.A. or equivalent) preferred You will likely have 7+ years of services sales or professional consulting experience.
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