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.
  
  

Qualifications

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.