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. .