Business Development Manager / Senior Manager

Avanade; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

Avanade, the world's leading Microsoft services provider, is seeking a driven Business Development Manager or Senior Manager to join its Sales team in Australia. You will originate, shape, and close strategic opportunities across targeted industries, working with C-suite stakeholders to deliver measurable business outcomes.

This high-impact role spans the full sales lifecycle—from identifying early-stage opportunities to negotiating terms and securing deals, with collaboration across alliance

Qualifications

• 7+ years of enterprise sales and business development experience within consulting, technology services, or digital transformation organisations.
• Proven success in originating, shaping, and closing large-scale consulting and technology engagements.
• Experience selling into Financial Services or related industries is a plus.

Responsibilities

• Originate, qualify, negotiate, and close opportunities across Avanade's service portfolio.
• Develop account-based growth strategies to identify and advance high-value opportunities.
• Build trusted relationships with senior executives, C-suite stakeholders, and key decision-makers.
• Partner with Microsoft, Accenture, and alliance ecosystems to create and co-sell opportunities.
• Lead cross-functional pursuit teams to design, position, and deliver differentiated solutions.
• Shape commercial strategies and negotiate complex deal structures.
• Collaborate with solution leads and regional teams to drive go-to-market execution.
• Contribute to sales pipeline health and forecasting.

Skills

Enterprise sales

C-suite relationships

Consultative selling

Deal shaping

Alliance partnerships

Microsoft ecosystem

Job description

Introduction

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.

Introduction

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.

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 Solution Leads, 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.

Qualifications

Skills, Experience & Qualifications

Industry Expertise

• Proven experience selling into one or more of the following verticals: Banking, Insurance, Capital Markets and Superannuation
• Strong existing relationships with C‑suite and senior business leaders within the Financial Services industry.
• Must show an 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 into the industry (not just account management or delivery).
• Proven success in 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 $35M 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 must understand solutions selling and how to connect client business problems to the right outcomes, and you have a genuine understanding of how your the 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 should be 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.