Introduction 

This role sits within Avanade’s Digital Demand Center (DDC), which is a centralized function within Avanade that’s designed to accelerate the buyer journey from awareness to consideration to engagement. It integrates various digital marketing and sales activities to generate, nurture, and convert leads into clients. 

Come Join Us 

The Consultant, Digital Sales is responsible for generating, qualifying, and converting leads to opportunities within an assigned industry. This role is expected to work with our strategic partners and marketing to build a healthy sales pipeline. This is a senior Digital Seller that is expected to achieve a higher quota and coach and mentor junior Digital Sales Analysts. 

What You'll Do 

Lead Generation and Qualification Responsibilities 

• Develop a healthy pipeline and source new sales opportunities by cold calling and emailing. 

• Follow up on marketing and partner campaigns and respond to marketing and partner leads. 

• Qualify leads for further development and closure using the Avanade Lead Qualification Process. 

• Engage prospects through relevant channels such as digital, social media, events, campaigns, queries, email, and webinars to develop them into sales-qualified leads. 

Sales Conversion Responsibilities 

• Pursue and close sales qualified leads (SQLs) to achieve $XX quota targets. 

• Identify and establish relationships with new business prospects. 

• Deliver commercial insight, manage customer objections and suitably position our offerings to maximize sales. 

• Be aware of competitor offerings and positions and use them to inform the selling pitch. 

Data Management and Analysis Responsibilities 

• Follow and analyze industry trends to identify selling opportunities and/or impact on prevailing sales efforts. 

• Develop prospect call preparation intelligence including company background research and other pertinent lead information. 

• Identify customer buying trends. 

• Enter, update, and maintain CRM information on leads, prospects, and opportunities. 

• Use and improve digital sales reports. 

• Maintain market knowledge including competitive products, pricing, and policies. 

• Maintain data quality and confidentiality. 

Collaboration Responsibilities 

• Coordinate with marketing to ensure brand consistency in customer outreach efforts. 

• Coordinate with associated regional sales manager to align selling efforts. 

• Establish and maintain a working relationship with channel partners. 

• Share qualified leads with the broader team. 

• Ensure follow-up by passing leads to appropriate team members with suitable calls to action. 

• Work closely with marketing to generate leads through a variety of integrated tactics. 

Coaching Responsibilities 

• Coach and mentor Digital Sales Analysts as needed. 

• Review and update go-forward plans for Digital Sellers. 

• Act as a career advisor for Digital Sellers. 

• Suggest additional training as needed. 

Skills and Experiences 

• Likely has 3+ years of experience in digital marketing, demand generation, or sales, with a proven track record of achieving sales targets with outbound calling and prospecting 

• Comfortable in selling to all levels of an organization including C-levels. 

• Demonstrated competency in prospecting, lead qualification, and lead closing 

• Knowledge in carrying/exceeding quotas. 

• Excellent written and verbal communication skills. 

• Ability to use a CRM system and update details on calls and next steps. 

• Ability to use social media platforms. 

• Ability to analyze and interpret data. 

• Honed listening and note-taking skills. 

• Comfortable thriving in a KPI-driven setting through phone/consulting sales, while also navigating operational and administrative tasks. 

• Enjoys researching companies, people, solutions, products, etc. 

• Will need to complete 5 of the following technical certifications within 3 months after joining the team or have them completed prior to hire: 

• Microsoft 365 fundamentals 

• Dynamics 365 CRM fundamentals 

• Azure fundamentals 

• Data fundamentals 

• Security Fundamentals 

• Dynamics 365 ERP fundamentals 

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