Data, AI, and Digital Experience Advisory Presales Lead

Avanade; Baltimore (MD); On-site; USD 151,000 - 180,000; Full time

Job summary

Avanade seeks a Data, AI, and Digital Experience Advisory Presales Lead to drive innovation and business growth across regulated sectors. In this director-level role, you will manage significant opportunities, leverage technology to craft solutions, and cultivate relationships that enhance customer satisfaction. Bring your experience in sales and an understanding of data-driven transformation to help shape the future.

Benefits

Exceptional development and training opportunities

Dedicated career advisor

Access to technical resources globally

Qualifications

• 12-15 years in data or AI sales and delivery.
• Proven track record of closing complex deals worth $20M+.
• Familiar with regulatory frameworks like HIPAA, GDPR.

Responsibilities

• Lead pipeline origination and growth initiatives.
• Guide clients on regulatory compliance frameworks.
• Manage partner and ecosystem relations.

Skills

Sales in data and AI programs

Experience in Banking/Capital Markets, Insurance, Healthcare, Pharma/Biotech

Knowledge of AI technology like Azure, Databricks, Snowflake

Complex deal shaping and pricing expertise

Understanding of regulatory requirements

Leadership in developing pursuit teams

Education

MBA or equivalent

MS in Data related discipline

Tools

Azure

Databricks

Snowflake

Python

Job description

Data, AI, and Digital Experience Advisory Presales Lead

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Lead the Future of Data, AI, and Experience Innovation at Avanade

At Avanade, we believe the future is human—and powered by data, AI, and bold digital experiences. As our Data, AI, and Digital Experience Advisory Presales Lead, you’ll sit at the intersection of innovation and impact, helping some of the world’s most complex, regulated organizations reimagine what’s possible.

In this high-visibility, director-level role, you’ll shape $10M–$20M+ opportunities across financial services, insurance, healthcare, and life sciences—bringing together cutting-edge technology, human-centered design, and deep industry insight. You’ll lead pursuit teams, craft C-suite narratives, and architect solutions that are not only technically sound but ethically grounded and commercially viable.

If you're a trusted advisor with a passion for data-driven transformation, a track record of winning complex deals, and a vision for how AI can responsibly reshape industries—this is your opportunity to lead from the front.

Come join us

Are you the one who isn’t afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working? We are building teams of people to help our clients unlock the power they need now and own what is next. You'll cultivate meaningful relationships, drive business growth, and lead with a forward-thinking approach to client satisfaction and success. Together we do what matters.

Required

Skills and experiences

• Experience Depth: 12-15 yrs selling and delivering data and/or AI programs
• Industry Expertise: Demonstrable sales wins in all four sectors—Banking/Capital Markets, Insurance, Provider/Payer, Pharma/Biotech.
• Technology: A understanding of Azure & Microsoft Fabric, Databricks, Snowflake, OpenAI, Python/Spark; governed architectures, MLOps, model risk management
• Commercial Acumen: Personally closed ≥ $20 M bookings in last 3 yrs; expert in complex deal shaping, pricing, and contract terms and conditions
• Regulatory Command: An understanding of HIPAA, HITRUST, FedRAMP, FFIEC, OCC, 21 CFR Part 11, NAIC, GDPR.
• Leadership: Proven record of scaling pursuit teams, running oral presentations, and influencing C-Suite & CTOs.
  
  

Preferred

• MBA, MS in Data related discipline, or equivalent.
• Publications or keynote speeches in AI ethics, GenAI, or regulated data.
• Certifications: Azure Solutions Architect, Databricks Champion, or equivalent.
  
  

About You

Characteristics that demonstrate success for this role:

• Strategic, visionary, relationship builder
• Influential, innovative, collaborative
• Intellectually curious and passionate about tech
• Convincing storyteller and engaging content creator
  
  

What You'll Do

• Pipeline Origination & Growth – Identify whitespace opportunities, craft point of views (PoVs), demos, and build a ≥ $60 M qualified pipeline (Total Qualified Revenue (TQR) ≥ 25%).
• Pre‑Sales Solutioning–Lead discovery sessions, estimation, and solution‑architecture reviews, driving a win rate of ≥70% on pursuits you lead.
• Thought Leadership–Publish at least three external and five internal assets per year, and present at two industry events to amplify Accenture’s market voice.
• Regulatory & Compliance Advisory – Guide clients on HIPAA, FFIEC/OCC, NAIC, 21CFRPart11, GDPR, and emerging AI‑governance frameworks; embed controls in every solution blueprint.
• Partner & Ecosystem Management – Coordinate with Microsoft, Databricks, Snowflake, and niche independent software vendors (ISVs) to assemble best‑of‑breed stacks and secure joint‑funding / M‑12O opportunities.
• Commercial Governance & Pricing – Lead red‑team reviews, harmonize risk/commercial terms, and own Profit & Loss (P&L) guardrails through deal approval.
• Innovation Catalyst – Curate quarterly innovation sprints (e.g., RAG, Agentic‑AI, synthetic data) and fast‑track promising prototypes into market‑ready offerings.
• Forecasting & Reporting – Produce monthly booking forecasts, pipeline heatmaps, and win/loss retrospectives for Regulated‑Industries leadership; drive data‑driven course‑corrections.
  
  

Competency Model

Vertical depth represents deep expertise in the data & AI discipline, while the horizontal depth represents a broad, collaborative understanding of adjacent domains, enabling a candidate to contribute specialist knowledge and connect effectively across teams.

VerticalDepth – Data&AI Mastery (Core Expertise)

• Enterprise Data Architecture
• Designs cloud native data meshes, lakehouses, medallion/zone patterns, and real time event streams (Kafka, DeltaLiveTables).
• Optimizes cost & performance on Azure, AWS, and GCP; governs lineage with Purview/Collibra/Alation.
• Advanced AI & Machine Learning
• Prototypes and scales predictive, prescriptive, and generative/agentic AI solutions (LLM fine tuning, RAG pipelines, tool augmented agents).
• Designs MLOps/LLMOps (CI/CD, feature stores, automated testing, hallucination guardrails).
• Regulated Data Governance & Compliance
• Embeds HIPAA, FFIEC/OCC, NAIC, and21CFRPart11 controls in solution blueprints; maps GDPR/CCPA to data zones, retention, and deletion.
• Drives model risk management workflows: qualitative/quantitative scoring, SR11 7 alignment, bias & explainability reviews.
• Commercial Fluency
• Shapes TCO/ROI models, pricing guardrails, and consumption forecasts; negotiates MSFT EA and marketplace listings to maximize rebate funds.
• HorizontalBreadth – Adjacent Disciplines (Cross Functional Reach)
• Facilitates Design Thinking, Jobs to Be Done, and service blueprint workshops; translates research into AI powered product roadmaps and KPIs.
• Digital Transformation & Change Leadership
• Crafts multi year operating model shifts (process, org, talent); leads agile coaching, OKR roll outs, and Prosci/ADKAR adoption programs.
• Regulatory & Risk Advisory
• Advises boards/CROs on AI policy, Responsible AI frameworks, and forthcoming regulations (EU AIAct, U.S. EO14110).
• Partner & Ecosystem Orchestration
• Builds joint solutions and co sell motions with Microsoft, Databricks, Snowflake, OpenAI, and niche ISVs; secures go to market funding and reference wins.
• Commercial & Delivery Governance
• Leads red team deal reviews, steering committee forums, and executive oral presentations; sets KPIs, margin levers, and mitigation playbooks.
• People & Community Leadership
• Mentors guilds of architects, data scientists, and designers; sponsors ERG initiatives; drives 50%+ diversity representation in pursuit teams.
• Reporting & KPIs
• KPIs: Qualified pipeline, bookings influenced, win rate, CSAT, delivery health, thought leadership output.
  
Learn more

To Learn More About Avanade Check Out These Links


• LinkedIn
• Inside Avanade Blog
• Avanade Careers
  
  
Compensation for roles at Avanade varies depending on a wide array of factors including but not limited to the specific office location, role, skill set and level of experience.As required by local law, Avanade provides a reasonable base salary range of compensation for roles across the United States as set forth below:

Base Salary Range:$151,200 - $179,550

Enjoy your career

Some of the best things about working at Avanade


• Opportunity to work for Microsoft’s Global Alliance Partner of the Year, with exceptional development and training (minimum 80 hours per year for training and paid certifications)
• Real-time access to technical and skilled resources globally
• Dedicated career advisor to encourage your growth
• Engaged and helpful coworkers genuinely interested in you
  
  


Find out more about some of our benefits Employee Benefits at Avanade | Avanade

A great place to work

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our Inclusion & Diversity page.



Create a future for our people that focuses on


• Expanding your thinking
• Experimenting courageously
• Learning and pivoting
  
  


Inspire greatness in our people by


• Empowering every voice
• Encouraging boldness
• Celebrating progress
  
  


Accelerate the impact of our people by


• Amazing the client
• Prioritizing what matters
• Acting as one

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Information Technology

• Industries

  IT Services and IT Consulting

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