Role Purpose

The Direct GTM Lead exists to grow the Data & AI Solution Area through direct sales motions. The role owns pipeline creation, opportunity qualification, commercial shaping and direct signings performance. It ensures Data & AI propositions are visible in the market, effectively aligned to Microsoft priorities, and consistently converted into client outcomes and revenue growth.

The role partners closely with the Solution Area Lead, Practice Lead, Client Groups, Microsoft and Delivery teams to ensure one integrated growth strategy rather than disconnected sales activity. This position is accountable for bringing AI-led transformation into client conversations and ensuring Avanade's Data & AI offerings are differentiated, commercially compelling and executable.

Key Accountabilities

Direct Channel Growth & Pipeline

• Own the direct-channel pipeline for the Data & AI Solution Area including sourcing, qualification, coverage, progression and conversion.

• Deliver direct sales and signings targets for Data & AI across UKS.

• Build and maintain healthy pipeline coverage across priority industries, accounts and growth plays.

• Drive opportunity progression from identification through qualification, shaping and close.

• Create visibility and accountability around pipeline health, conversion, win rates and sales execution.

Commercial Leadership

• Own commercial shaping for direct opportunities, including pricing, deal construction and commercial positioning.

• Maintain Sold CCI integrity across opportunities and support commercially sustainable growth.

• Shape competitive proposals that balance client value, delivery feasibility and profitable growth.

• Provide leadership during pursuit cycles and executive deal reviews.

Microsoft & AI Growth Strategy

• Drive Microsoft co-sell activity across Data & AI opportunities.

• Translate Microsoft priorities into tangible market opportunities and pipeline generation.

• Ensure AI-led propositions feature prominently across Data & AI pursuits.

• Drive adoption of emerging Microsoft priorities including AI, Agentic AI, Copilot, Fabric, Azure Data and cloud-based analytics solutions.

• Position Avanade as a leading partner for AI and data-led transformation.

Client Engagement & Market Development

• Build relationships with key client stakeholders in target accounts.

• Actively participate in shaping conversations, executive briefings and strategic pursuits.

• Represent Data & AI in the market through client engagement, events, Microsoft alignment and leadership visibility.

• Create client value through effective problem solving, solution shaping and commercial leadership throughout the sales lifecycle.

• Support post-close continuity to strengthen client relationships and future growth opportunities.

Solutioning & Pre-Sales Leadership

• Direct pre-sales technical consultants supporting direct-channel opportunities.

• Coordinate solutioning resources and specialist SMEs aligned to pursuits.

• Ensure technical capability is effectively deployed to support opportunity conversion.

• Bring together solutioning, commercial and delivery perspectives throughout pursuit cycles.

• Drive repeatable sales motions, assets and successful proposal approaches.

Growth & Market Leadership

• Localize and deploy global Data & AI GTM campaigns and offerings for UKS market needs.

• Harvest successful UKS GTM motions, propositions and campaigns for wider scaling.

• Contribute to cross-Solution Area opportunities where Data & AI acts as an enabler for broader business transformation.

• Work closely with the Indirect GTM Lead to maintain channel discipline and integrated execution.

• Provide the Solution Area Lead with a clear view of pipeline health, market opportunities, risks and growth action.

Success Measures

Primary KPIs

• Direct sales (signings) target for Data & AI.

• Direct pipeline coverage against agreed targets.

• Pipeline velocity and conversion performance.

• Win rate on direct opportunities.

• Sold CCI performance on direct deals.

• x-SA KPI: percentage of sold opportunities containing multiple Solution Areas by dominant Solution Area.

Additional Measures

• Microsoft co-sell contribution.

• Growth of AI-led pursuits within the pipeline.

• Data & AI proposition adoption.

• Contribution to cross-SA opportunities.

• Executive stakeholder satisfaction.

• Personal sales contribution performance.

• AI adoption and AI transformation objectives agreed through Workday priorities.

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Experience & Skills Required

Essential Experience

• Significant experience in technology sales, GTM leadership, business development or consulting growth roles.

• Demonstrated success building and converting sales pipeline within Data, Analytics, Cloud or AI domains.

• Experience shaping large, complex and consultative technology opportunities.

• Strong understanding of Microsoft Data & AI ecosystem including Azure Data, Azure AI, Fabric, analytics, AI services and Copilot.

• Proven track record delivering growth targets within professional services or technology organisations.

• Experience working across matrixed stakeholder environments.

Leadership Capabilities

• Strong commercial judgement and deal-shaping capability.

• Ability to influence senior client stakeholders and executive decision makers.

• Strong market awareness and ability to identify growth opportunities.

• Excellent relationship management across sales, delivery, Microsoft and leadership teams.

• Ability to translate technical capability into business outcomes.

• High degree of ownership, pace and execution discipline.

Desired Attributes

• Commercially driven and externally focused.

• Strong client presence and executive credibility.

• Comfortable operating in ambiguity and rapidly evolving AI markets.

• Naturally collaborative but decisive.

• Able to balance revenue growth with delivery realism and commercial integrity.

Candidate Profile

The successful candidate will be a commercially focused growth leader who understands how to turn market demand into measurable business performance. They will combine strong sales instincts with an understanding of Data, AI and cloud transformation, and be able to engage confidently with clients, Microsoft and internal stakeholders.

This role would suit someone who is equally comfortable discussing AI strategy with a client executive, reviewing pipeline forecasts with leadership, and helping shape a complex Data & AI pursuit.

The strongest candidates will bring proven experience in Data & AI sales, strong Microsoft ecosystem credibility, and a track record of delivering sustainable growth through both market opportunity and disciplined execution.

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