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Job description

As a part of Avanade’s Partner and Ecosystem team within the Integrated Go To Market function, the Cybersecurity Global Partner Ecosystem Lead is instrumental to the success of Avanade’s growth strategy. In this role, you act as Avanade’s point person for ensuring a healthy and productive relationship with strategic partners within the Cybersecurity partner portfolio. In addition you will be aligned to an Industry Group ensuring a good interlock for the Partner portfolio to our Industry leadership.

Avanade is focused on identifying, developing, managing, and maintaining strategic partnerships within each of its Solution Areas. Demonstrating an innovative and results-oriented approach, you will be Avanade's point person for governing and ensuring a healthy and productive relationship with strategic partners.

The Global Partner Ecosystem Lead will be responsible for managing strategic relationships with our partners to drive partner-influenced services sales and revenue significantly, mindshare with both the partner and Avanade, and drive market share for Avanade in selected Solution Areas. In addition to establishing significant and productive relationships within the partner organization, you lead executive cross-functional activities to assist in developing, marketing, and selling differentiated solutions.

Key Responsibilities

• Lead and drive the partnership business plans and strategy to address client needs, differentiated solutions, sales & technical enablement, pre-sales & marketing activities, and mutual target revenue goals. Work with the Steering Committees and conduct regular business reviews.
• Drive and manage joint governance programs, partner negotiations, and agreements to ensure progress, accountability, and overall consistency, rigor, and achievement across corporate functions (legal, finance, training, operations).
• Monitor and report to Cybersecurity stakeholders on partner scorecard and metrics, including pipeline, revenue, Quarterly Business Reviews, and budget for partner enablement activities such as conferences, partner campaigns, and training.
• Together with Global Solution Area & Global Offering Leads, build Go-to-Market messaging and sales alignments with each partner.
• Work closely with Sales and Regional Partner Ecosystem Teams to drive joint business revenue through partners. Collaborate with Regional Partner Teams to ensure accuracy of Partner Opportunities.
• Evangelize, engage, and enable partners to pursue win-win business plans and models that support and promote Avanade’s strategic agenda.
• Manage partnership health, perception, and reputation both internally at Avanade and to the partner organization.
• Understand the unique characteristics of Professional Services firms and software companies and bridge the cultural gap to accomplish win-win scenarios.
• Limited travel, as required by the business.

Qualifications
You are a leader with demonstrated success in developing and growing long-term, high-value partner relationships that benefit both parties. You have experience working with Cybersecurity technologies, including but not limited to Digital Identity and Access Management, Secure Applications, Data & Platforms, Secure Cloud & Networks and in-depth experience working with Microsoft’s Security Solutions Stack. You possess a proactive and entrepreneurial mindset as someone who instinctively knows what needs to be done and rallies colleagues to drive and realize results. You are adept at communications, especially with influencing and problem resolution with partners and clients.

In addition, your professional skillset includes:

• Executive presence to work comfortably and credibly in the highest levels of our organization with direct connection to Accenture and partner organizations globally.
• Ability to work independently and as a part of a team who seeks and acts on input from others.
• Positive, transparent, and engaging personality with a natural skill for developing professional relationships.
• Proven track record of building and developing alliance partner relationships and strong business network and reputation within the Cybersecurity technology space.
• Intimate knowledge of Avanade/Accenture global alliance relationships.
• Exceptional communication, writing, and organizational skills.
• Prior experience building relationships and navigating within a large, complex, matrixed organization.
• You possess a Bachelor's degree with solid business acumen and have experience establishing and building partner relationships.

We Offer:

• The Opportunity to join Microsoft’s Global Alliance Partner of the Year (17 of the last 20 years)
• Attractive benefits package
• Exceptional development and training with paid certifications
• Avanade University - real-time access to technical and skilled resources globally
• Dedicated career adviser to encourage your progression
• Engaged and helpful co-workers
• Reward and recognition program

Compensation for roles at Avanade varies depending on a wide array of factors including but not limited to the specific office location, role, skill set and level of experience. As required by local law, Avanade provides a reasonable range of compensation for roles that may be hired in California, Colorado, New York, and Washington as set forth below and information on benefits offered is [1] here.

Role Location: Range of Starting Pay for role
California: $170,850-$213,000
Colorado: $147,900-$174,000
New York: $181,050-$213,000
Washington: $170,850-$201,000

References

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1. https://www.avanade.com/en-us/career/benefits