Role Purpose
Avanade is accelerating growth across Microsoft's SME&C segment through repeatable, solution-led Catalyst offerings. The Data & AI Catalyst GTM Lead is responsible for driving pipeline, revenue, Microsoft co-sell engagement, and customer outcomes through Data & AI Catalyst Solutions.
This role combines Data & AI domain expertise, commercial leadership, and go-to-market execution to help mid-market and corporate customers modernise their data estate, unlock AI-driven business value, and accelerate digital transformation.
The role will lead a geographically distributed Catalyst Squad and be accountable for customer engagement from initial opportunity identification through delivery, adoption, and expansion.
Approximately 50% of the role is customer-facing and focused on business development, solution positioning, and executive stakeholder engagement. The role reports to the Area Catalyst Squads Lead.
Key Responsibilities
Go-to-Market Leadership
- Execute the Data & AI Catalyst go-to-market strategy across APAC SME&C.
- Partner with Microsoft ATU/STU teams to generate qualified opportunities.
- Drive awareness and demand through executive briefings, workshops, webinars, AI events and industry campaigns.
- Develop industry-specific messaging and repeatable plays aligned to priority sectors.
- Position Avanade's Data & AI Catalyst Solutions as the preferred path to business transformation.
Customer Engagement & Opportunity Conversion
- Engage with C-suite and business decision makers to identify strategic priorities and transformation opportunities.
- Translate business challenges into practical Data & AI solutions with measurable business outcomes.
- Lead customer discovery, value definition and solution positioning activities.
- Develop business cases, ROI models and executive presentations.
- Accelerate opportunities from qualification through deal closure.
Data & AI Solution Leadership
Provide subject matter expertise across:
- Microsoft Fabric
- Azure Data Platform
- Databricks
- Power BI & Analytics
- Azure AI
- AI Foundry
- Copilot Studio
- AI Agents
- Data Governance and Purview
- Modern Data Estate Transformation
Guide customers on how Data & AI capabilities can improve operational efficiency, decision making, customer experience and innovation.
Microsoft Co-Sell & Alliance Execution
- Build trusted relationships with Microsoft field teams.
- Drive co-sell opportunities and Microsoft-funded engagements.
- Align Catalyst Solutions to Microsoft strategic priorities.
- Participate in joint account planning and opportunity reviews.
- Increase Microsoft's platform consumption through successful solution adoption
Squad Leadership & Capability Development
- Lead a distributed Data & AI Catalyst Squad across market.
- Coordinate solution architects, consultants, delivery and adoption specialists.
- Foster collaboration, innovation and accountability within the squad.
- Develop reusable assets, accelerators and best practices.
- Contribute to the evolution of the global Catalyst portfolio.
Customer Value Realisation
- Define measurable business outcomes and success metrics.
- Support customer adoption and value tracking.
- Conduct executive business reviews.
- Identify expansion opportunities and future transformation initiatives.
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Key Skills & Experience
Commercial & GTM Skills
- Consultative and value-based selling
- Executive stakeholder engagement
- Business case development
- Solution positioning and storytelling
- Opportunity qualification and pipeline management
- Microsoft co-sell engagement
- Revenue growth and pipeline creation
Data & AI Expertise
- Microsoft Fabric
- Azure Data Services
- Power BI
- Databricks
- Azure OpenAI
- AI Foundry
- Copilot Studio
- AI Agents
- Data Governance
- Microsoft Purview
- Analytics and Insights platforms
Industry Experience
Experience engaging customers across industries such as:
- Financial Services
- Retail
- Manufacturing
- Professional Services
- Construction
- Consumer Goods
- Distribution
Ability to connect industry challenges to Data & AI transformation opportunities.
Leadership Capabilities
- Virtual and geographically distributed team leadership
- Cross-functional collaboration
- Coaching and mentoring
- Executive communication
- Strategic planning and execution
- Innovation and thought leadership
Key Performance Indicators
Growth & Revenue
KPI
Target
Qualified Pipeline Generated
4x annual revenue target
Revenue Influenced/Won
Annual target achievement
Win Rate
>45% on qualified opportunities
Average Sales Cycle
Continuous improvement
Microsoft Partnership
KPI
Target
Microsoft Co-sell Engagement
>70% of qualified opportunities
Microsoft-funded Engagements Secured
Annual target
Joint Account Plans Executed
Measured quarterly
Customer Outcomes
KPI
Target
Customer Advocacy / References Created
Annual target
Quarterly Business Reviews Delivered
100%
Customer Satisfaction Achievement
Positive customer outcomes
Next-Wave Opportunities Identified
Measured quarterly
Innovation & Scale
KPI
Target
Reusable Assets & Accelerators Created
Quarterly contribution
Industry Plays Developed
Annual target
Catalyst Solution Adoption Across Markets
Measured annually
IP Contribution to Global Catalyst Portfolio
Ongoing
Preferred Qualifications
- 10+ years of technology consulting, data, analytics or AI experience.
- Demonstrated success in solution sales, advisory or transformation leadership.
- Experience with Microsoft Data & AI technologies.
- Experience working with Microsoft field teams and co-sell motions.
- Strong track record in customer growth and business development.
- Experience working with mid-market and corporate customers.
- Relevant Microsoft architecture certifications in Data, Analytics and AI is mandatory.
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