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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