Lead Generation Consultant - Avanade


We want to grow our Marketing & Sales team and are looking for a Lead Development Consultant. 

Using your prospecting and sales skills and leveraging the support of the wider Marketing & Sales team, we expect you to take a systematic approach to engage with target prospect organizations and to identify leads/opportunities for field sales to pursue. 

In addition to the development of leads, your role also covers successfully closing inbound mid-market opportunities and taking on ad hoc sales requests from the mid-market install base.

What you should do

  • Generate incremental revenue opportunities through outbound calling into Target Accounts and nurturing a wide base of identifiable prospects, leveraging strong prospecting and business development skills.
  • Work closely with marketing to increase number of qualified leads produced.
  • Understand and recognize prospects’ critical business issues and how that relates to the IT-strategy. 
  • Position Avanade and our unique services within the wider business landscape, while solving the pain points of the prospect.
  • Have engaging, strategic and high-level conversations that lead to warm leads and opportunities with senior decision makers at Enterprises in Belgium.
  • Identify and qualify new opportunities for Avanade, while providing an additional avenue to keep Avanade in front of the Prospect.
  • Employ expert probing skills in order to expand contacts (ranging from c-level contacts, middle managers to influencers) and identify new product/project/pain based requirements within a prospect
  • Engage appropriate Avanade field sales representatives when required.
  • Completely log all nurturing and outbound activities, ensuring a warm and BANT-qualified hand-over to the field sales organization.
  • Support marketing campaigns and promotional offers to help optimize revenue.
  • Own the sales process for all generated, inbound, mid-market opportunities, from identification to closing and on boarding.

What you need to bring to the table

  • Proven experience in business development, prospecting and cold calling, and/or sales experience in a high technology, B2B environment.
  • Able to have an intelligent business conversation with a prospect/customer that the prospect/customer finds valuable, while being able to uncover new inroads for Avanade and opportunities for business.
  • Comfortable having strategic conversations with C-level and VP-level decision makers.
  • Knowing how to use all pertinent social media tools to improve prospecting success (e.g. LinkedIn, Twitter).
  • Strong business development, prospecting, sales and/or marketing background.
  • Follows a closed loop tracking process to manage leads from initial contact to sales rep hand off.
  • Strong understanding of Enterprise-level lead generation processes and programs.
  • Strong phone, prospecting, sales, customer service, and interpersonal skills. Ability to effectively communicate with both external and internal customers or stakeholders.
  • Ability to multi-task and prioritize workload to maximize efficiency.
  • Effective problem solver and decision maker.
  • Having a mindset that enables self-starting and self-improving decisions.
  • Strong organizational skills.
  • Strong written and verbal communication skills.
  • Strongly motivated and results driven.
  • Familiarity with CRM and Microsoft office productivity tools