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.