Business Development Lead - AI

Position Overview

As Business Development Lead, you operate as one of two AI leads for the UK operating within the wider ecosystem that is the Advania Group. You will own how our sovereign/trusted AI offering reaches the market in your country.

This is a senior, externally-facing role where you will have the opportunity to generate sales pipeline for AI initiatives attached to both Advania UK and the wider Advania Group. The role will have responsibility for building and progressing AI sales pipelines through partner and customer relationship management, and ensuring that go-to-market and sales strategies are executed with local precision.

In the era of rapidly expanding enterprise AI investment, there has never been a more exciting time to join us on this journey!

Salary & Benefits

We will offer a competitive base salary for this role, alongside a generous commission scheme.

Hybrid working

We recognise the benefits that remote and flexible working brings. We operate a hybrid working policy that allows our employees to balance time in the office and time from home. Each team within our organisation can decide how to implement this policy.

Responsibilities

Pipeline and Sales Execution

• Build and manage the AI sales pipeline for your country, from initial qualification through to close.
• Execute the central go-to-market playbooks in the local market context - adapting where needed but not reinventing.
• Own prospect and customer relationships throughout the commercial lifecycle.
• Work closely with the Customer Solution Lead to craft compelling proposals and respond to tenders.
• Position Advania as an end-to‑end AI partner - from strategy and data readiness through to build, operate, and scale - not just a technology supplier.
• Track and report pipeline health, conversion rates, and forecast accuracy in the shared CRM and in monthly business reviews.

Outcome-Based Market Development

• Identify and pursue new enterprise accounts where AI can deliver measurable business impact in your country market.
• Frame every customer engagement around outcomes - productivity gains, cost avoidance, revenue uplift, risk reduction - not technology features.
• Help customers navigate data readiness as the primary bottleneck to AI value; position Advania's data lifecycle services as a prerequisite and an opportunity in their own right.
• Bring local customer problems and market signals back to the central team to inform the platform roadmap and solution priorities.
• Develop and maintain a view of the competitive AI landscape in your country: who is winning, on what, and why.
• Build Advania's local presence as a trusted AI outcomes partner through thought leadership, events, and senior customer engagements.

Partner Ecosystem

• Develop and activate local partner relationships (technology vendors, system integrators, channel partners) aligned to the central partner framework.
• Work with partners to originate joint pipeline and co‑deliver on shared opportunities.
• Manage partner enablement and ensure local partners can credibly position our sovereign AI offering and its business value.

Commercial Governance and References

• Drive the creation of customer success stories and referenceable accounts - with documented, quantified business outcomes.
• Ensure all pricing and packaging is aligned with the standards set by the central BD team. Work with central to evolve commercial models toward value-based and productised structures where the market warrants it.

Qualifications & Experience

• Experience in a B2B enterprise technology sales or business development, with experience in a quota‑carrying, market‑facing position.
• Proven track record of winning new AI, cloud, or data business by tying the proposition to measurable business outcomes - not just selling technology capabilities.
• Experience structuring value‑based or outcome‑based commercial models: consumption pricing, productised offerings, or shared‑risk arrangements. Cost‑plus project sales alone is not sufficient for this role.
• Familiarity with the full AI services lifecycle - strategy, data readiness, build, operate, scale - and the ability to position Advania as a credible end‑to‑end partner at each stage.
• Experience engaging C‑level buyers (CIO, CDO, CFO, CEO) on the business case for AI, including how to frame and de‑risk investment decisions where value has not yet been proven.
• Background in managing partner relationships, including co‑sell motions with major technology vendors (Microsoft, AWS, Google or similar).

Nice to Have

• Existing enterprise AI or technology customer network in your country market.
• Experience with sovereign AI, private cloud, or data residency propositions in regulated sectors.
• Familiarity with Microsoft commercial motions (MCEM, co‑sell, Azure IP Co‑sell) or similar hyperscaler partner programmes.
• Experience selling AI‑enabled cybersecurity or proactive resilience services.
• Knowledge of Advania's existing service portfolio and customer base in your country.
• Understanding of Nordic or UK public sector procurement processes and the AI policy landscape in your market.

About Us

We are the tech company with people at heart. At Advania, we believe in empowering people to create sustainable value through the clever use of technology. As one of Microsoft's leading partners in the UK, specialising in Azure, Security, Dynamics 365, and Microsoft 365, we have a proven track record of success in delivering transformational IT services.

Our Selection Process

We are committed to ensuring an equitable experience for all candidates, regardless of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law. Please do let us know if you’ll need any reasonable adjustments as part of the selection process by highlighting these on your application form. As part of our commitment to our clients we will need to carry out background checks, including a criminal record check, for all offers of employment. If you have any unspent criminal convictions or questions about the screening process, please notify your recruiter once the application has been submitted.

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