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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