Senior Business Development Manager - Major Accounts

Avanade Inc.; Amsterdam; On-site; EUR 90,000 - 130,000; Full time

Job summary

Avanade Inc. is seeking a Business Development Manager to grow strategic accounts and create new opportunities.

You will build trusted executive relationships and drive growth across Avanade's most strategic clients, shaping deals and expanding footprint through cross-sell, upsell, and transformative engagements. You will collaborate with customer executives, Microsoft, delivery teams, and solution specialists to address critical business challenges through digital transformation, exercising

Qualifications

• Proven experience in enterprise technology or services sales.
• Strong track record of originating and closing complex deals.
• Experience managing both existing clients and whitespace accounts.
• Confidence engaging senior business and technology stakeholders.
• Strong commercial judgment, negotiation skills, and business acumen.
• Ability to lead cross-functional teams without direct authority.
• Client-focused, proactive, and resilient mindset.

Responsibilities

• Create and execute account and territory plans.
• Originate, qualify, shape, and close new sales opportunities.
• Build relationships with senior client stakeholders and key partners.
• Lead discovery and connect client needs to relevant Avanade solutions and services.
• Mobilize solution, delivery, commercial, Microsoft, and ecosystem teams to build winning proposals.
• Negotiate client agreements while protecting value and profitability.
• Grow existing relationships through cross-sell and upsell opportunities.
• Maintain a healthy pipeline, clear deal strategy, and accurate forecast in CRM.

Skills

Enterprise Sales

Strategic Account Growth

Negotiation

Executive Relationship

CRM & Forecasting

Tools

CRM systems

Job description

The Role

Grow strategic accounts. Create new opportunities. Build trusted executive relationships.
As a Business Development Manager within our Major Accounts team, you will be responsible for driving growth across a portfolio of Avanade's most strategic clients. You will identify, shape, and close new business opportunities while expanding Avanade's footprint through cross-sell, upsell, and transformative consulting and technology engagements.
You will operate in complex client environments, working closely with customer executives, Microsoft, delivery teams, and solution specialists to help clients address their most critical business challenges through digital transformation.
Success in this role requires strong commercial acumen, executive presence, consultative selling skills, and the ability to collaborate with multidisciplinary teams throughout complex sales cycles.

What You Will Do

• Create and execute account and territory plans.
• Originate, qualify, shape, and close new sales opportunities.
• Build relationships with senior client stakeholders and key partners.
• Lead discovery and connect client needs to relevant Avanade solutions and services.
• Mobilize solution, delivery, commercial, Microsoft, and ecosystem teams to build winning proposals.
• Negotiate client agreements while protecting value and profitability.
• Grow existing relationships through cross-sell and upsell opportunities.
• Maintain a healthy pipeline, clear deal strategy, and accurate forecast in CRM.
  

Qualifications

What You Bring

• Proven experience in enterprise technology or services sales.
• A strong track record of originating and closing complex deals.
• Experience managing both existing clients and whitespace accounts.
• Confidence engaging senior business and technology stakeholders.
• Strong commercial judgment, negotiation skills, and business acumen.
• The ability to lead cross-functional teams without direct authority.
• A client-focused, proactive, and resilient mindset.
  

Preferred

• Experience selling Microsoft technology and services, including Cloud, Data & AI, Security, Business Applications, or Modern Work.
• Experience in consulting, a system integrator, or a Microsoft partner environment.
• Industry knowledge and an established client or partner network.
  

Success Measures

• Sales and revenue growth.
• Qualified pipeline and pipeline coverage.
• New opportunities and new clients won.
• Growth within existing accounts.
• Win rate, deal value, and profitability.
• Forecast accuracy and CRM quality.
  

Why Avanade

You will combine the power of Microsoft technology with Avanade industry, advisory, and delivery expertise to help clients solve complex business challenges and achieve measurable outcomes.