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. 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.