Business Development Manager - Microsoft Cloud and AI

Role & Responsibilities 

Opportunity Development 

Map white space within accounts alongside the Account Manager; identify new lines of business, and initiatives where Azure, Azure OpenAI, Data, and Microsoft Fabric can unlock value. 

Build thoughtful value hypotheses tied to business outcomes (cost, risk, growth, experience) to secure executive-level conversations and open new streams of demand. 

Co-own account penetration strategy with sales; ensure multi-threaded engagement across business and IT, and proactively unblock access where existing relationships are thin. 

Lead early discovery with senior stakeholders to surface pain points, shape problem statements, and align our capabilities to measurable outcomes. 

Scoping and Sizing Opportunities 

Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, constraints and what SoftwareOne can offer. 

Utilize analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities. 

Define margins for proposed solutions in coordination with the sales and delivery teams, ensuring profitability while meeting client expectations. 

Market Research and Insights 

Stay updated on industry trends, competitor offerings, and emerging technologies to provide valuable insights and enhance our solution offerings. 

Act as a subject matter expert during client interactions, presentations, and workshops, demonstrating our capabilities and value proposition effectively. 

Sales Support and Collaboration 

Provide technical guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development. 

Proactively identify opportunities for cross-selling or upselling additional products or services to existing clients. 

Participate in strategic planning sessions to contribute insights and recommendations for business growth and expansion into new markets or service areas. 

Results Orientated 

Contribute to the shared technical and business knowledge of the PreSales team. 

Work with the ambition to over achieve set sales targets.