Data & AI Catalyst GTM Lead

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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