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Job description

At Avanade, we believe in making a genuine human impact in everything we do. We transform businesses and help our clients envision new paths forward; we uncover ways technology can improve the way we work and live; and provide opportunities for our people to leave the world better than we found it.

For more than two decades, we’ve tapped into the power of our people and cutting-edge Microsoft technology to deliver business-critical technology capabilities to thousands of organisations around the world. Our deep expertise and relentless commitment to client success is the reason we are Microsoft’s #1 global partner. We’re also driven by an innovative spirit and a growth mindset, and we value leaders who can bring the best out in our people and nurture their careers while inspiring excellence for our clients and one another.

Role Overview:
The UKI Regional Sales Lead has responsibility for leading our overall sales organisation and targets, including the sales teams and sellers for UKI, with owning the local relationship with the regional Accenture Microsoft Business group Sales Lead and the regional Microsoft executives.

The UKI region is a very important part of Avanade’s European business with annual double digit growth rates for both sales and revenues with favourable market conditions with a high presence in both the private sector as well as in the public sector. As a market leader our ambition is to expand our presence in all sectors, in particular in the Financial sector, Resources, Products and the Public sector.

The position is a member of the UKI Leadership team and European Sales Leadership team and will have the influence and scope to ensure that Avanade is ideally positioned for successful growth over the long term.

This role will provide expert guidance, support and oversight to the regional sales activities and work towards a high level of consistency in the design, execution and efficiency of sales. The role requires a thought leader with a growth mindset, able to transform and develop the existing sales capabilities, positioning Avanade UKI as an innovator for customers and the ability to develop and grow long term, high value customer relationships at Executive level.

Our Regional Sales Lead requires a track record in developing and growing high performance sales teams in UK and Ireland markets whilst working as part of a wider team; demonstrating and role modelling team player behaviours.

A strategic outlook will assist the ideal profile in the navigation of a new normal,bothforAvanadeUKIanditsclientandpartnerecosystem.Astrongorientationtowardsexecutionwillalsoberequired;toleadSaleswillbeinvolvedwithkeycustomersandbigdealsasExecutiveSponsororDealstrategist.Acombinationofhands-onstrategicdealandclientrelationshipexperience,togetherwithgravitasandimpact,willdrivecontinuousvaluefortheorganisation'stopclients.Thisindividualwillbeentrepreneurialandresultsorientedandwillcontributetotheoverallbusiness.

Responsibilities:
TheUKIRegionalSalesLeadcreatesahighperformanceculturearoundtheimmediatesalesteamandthewidersalescommunity.Thevisiontobecreativeisessentialalthoughbestpracticearoundcoreactivityisalsoagiven,withafocusonregionalplanning,pipelinedevelopment,complexchannelmanagement,strategic&bigdealsshaping,bidmanagementandon-goingsaleseffectivenessprogramimplementation,aswellasevolvingandrunningthevarioussalesreportingcadences.

BalancedScorecardMetricsforSales:

• UKIoverallSales&Revenue&Profittargets.
• SpecificSolutionArea/Industryfocusedsalestargets.
• Diversity&Inclusiongoals.
• EmployeeengagementandRetention.
• Marketshareandmarketgrowth.
• Sellerperformanceandproductivity.
• SettingStrategy&DevelopingaSalesPlan.
• Createandarticulateaninspiringvisionforyourareasofresponsibility.
• Developingbusinessgrowthplansincludingannualgrowthplansandsalestarget/quotaplans.
• SetclearandchallenginggoalswhilecommittingAvanadetoimprovedperformance.
• Supportingaccountmanagementandplanningbestpractices.
• Peopledevelopmentplanandcareerpathforthesalesteam.

ExecutingforResults:

• Abalancedrisk-takerwhoseeksdataandinputfromotherstoforeseepossiblethreatsorunintendedconsequencesromdecisions;someonewhotakessmartrisks.
• Aleaderwhoisviewedbyothersashavingahighdegreeofintegrityandforethoughtinyourapproachtomakingdecisions;theabilitytoactinatransparentandconsistentmannerwhilealwaysconsideringwhatisbestforAvanade.
• Aleaderwhoiscomfortableoperatingasaplayer/coach-drivingpersonallyasetofspecificdealsbutalsoactingasacoachandmentortopursuitteamsacrosstheregion.
• Aleaderwhounderstandswhatitmeanstobuildandexecuteonsalescapabilityprogramsneededtoday,whilealsoknowinghowtopositiontheseprogramsasthebuildingblocksforthecapabilitiesneededtomorrow.
• Therolerequiresacollaborativenegotiatingstylecapableofeffectingchangeanddrivingresultsandexperienceworkinginamatrixedandfastpaced,growingorganisation.

LeadingTeams

• Theabilitytoattractandrecruittoptalent,motivatetheteam,delegateeffectively,celebratediversitywithintheteam,andmanageperformance.
• Managingandcoachingteams.
• Createsasenseofpurpose/meaningfortheteamthatgeneratesfollowershipandengagesotherstothegreaterpurposeforAvanadeasawhole.
• Leadanddrivethesalescommunityandactasthefunctionalleadforsalesprofessionals.
• Understandingofworkingacrossculturesanddrivingandinfluencingforresultsinamatrixorganisationisimportant.

OpportunitiesfortheRegion

• ActivateandDeliveragainsttheFY24RegionalBusinessPlaninCGandSolutionAreas
• Continuecoaching,upskillingandrecruitingtoincreaseOriginationSellingResources
• Continuetoinstilalargerdealmentality-IntegratedGTMcross-solutionsellingneededtocloselargermulti-yearopportunities.
• DeveloprepeatableIndustrySolutionswithMicrosoftwitha >10%MarketShareambitionacrossallSolutionAreasbyleveragingourstatusasUKPartneroftheYear2023.
• TosimplifythesalesprocesstotaketheburdenofftheSalesTeamandimprovemarket/clientresponsivenessandagility.
• BuildIndustrydifferentiationinpropositionsandbeseenbyMicrosoftasthedefaultindustryandhorizontalpartner-MaximiseAccount/SpecialistTeamUnitrelationships.
• OurfocuswillbeonexpandingoriginationcapabilityinBD/ACALteamsdrivingtheBig5andregionalcampaignstoensurewecapitaliseontheDirectsuccessinFY23,particularlyintheMajors.
• WewillcontinuetofocusonourMicrosoftrelationshipandimplementamorestructuredrelationshipmanagementmodelforMicrosoftandallkeypartners.

ChallengesinRegion

• EconomicHeadwindsinmacrobusinessenvironmentwillcontinueintoFY24.
• Competition: continuedpressurefromourtraditionalcompetitorsandalongtailofsmallernicheproviders.
• ImproveIndirectAccenture/CFrelationshipandpenetrationintoAccentureclientbaseandsimplifySalesandsolutioningintoIndirectchanneltoensureweareseamlesstodobusinesswith
• IncreaseEnterpriseArchitectandoverallSolutioncapabilitytosupportSales.

PreferredSkills,BehavioursandQualifications:
TheidealcandidatewillhaveexpertiseinworkingatCxOlevelonsellingandinfluencinglarge-scalesystemsintegration,consulting,oroutsourcingdecisions.Wearesearchingforapassionate,professional,andimpactfulsalesleaderwithtechnology;solutionsandIndustriesdepth,accustomedtoworkinginacomplexenvironmentwithlargepartnerssuchasMicrosoftandAccenture.

Inparticular,thepreferredprofilewillhaveleadershipexperience,beoutcomebasedandvaluedriven.Thiswillincludedevelopingtherightteam,achievingtheenvisionedculturalevolution,andbringingthetransformationalsponsorshipneededtoembednewwaysofdeliveringvaluetoclientsacrossacomplexlandscape.

• Executivelevelexperienceingrowinglargescale,profitabletechnologyservicesbusiness.
• CxOimpactandtheabilitytodevelopandgrowlongterm,highvaluecustomerrelationships.
• Personaltrackrecordinsellingandclosinglargecomplexdeals.
• SalesLeadershipofseniorsalesprofessionals.
• Salescoaching: cansupportsellersanddealsandmentortopursuitteams
• Experienceincomplexchannelandpartnermanagement.
• DeepKnowledgeonthedifferentIndustries: HTelco&Media;Financial&Insurance;ProductsandResources.
• Experienceinassessingandmanagingtheopportunityandriskassociatedwithlargescalecomplexservices/consultingengagements.
• Visibilityasaninfluenceronbusinessrelevantsocialmediaandintheregionalbusinesspress.
• Superiorwrittenandverbalcommunicationskills
• Highdegreeofintegrity,credibility,resilienceandcharacter.
• Experienceinaninternationalworkingenvironment.
• Readytoembraceandinnovateinthenew normal.

Additionalexperiencepreferred:

• ExtensiveexperiencewiththeUKImarketandinmanagingteamsacrossmultiplelocations.
• Theabilitytopersevereinthefaceofchallenges.
• PassionforTechnologyandInnovationthroughTechnology.
• Relentlesscommitmenttohigherstandards.
• Self-reflective,withanattitudeofcontinuousimprovementandseekinginput.
• Inclinationtoseekandanalysedatafromavarietyofsourcestosupportdecisions.
• Entrepreneurialapproachtodevelopinginnovativeideastostretchtheorganisation.
• Encouragesotherstosharethespotlightandvisiblycelebratesthesuccessoftheteam.
• DegreeinBusiness,ComputerScience,ManagementInformationSystemsorrelatedfield.
• ProvenindustryexperienceinSalessuchasSolutionsSalesorManagementConsultingbackground.

CriticalSkillsNeededtoComplementtheTeam

• Abilitytoinfluenceandcreatestrongrelationshipswiththehighestlevels.
• Abilitytooperateandthinkbeyondorganisationalsiloes.
• Abilitytoeffectivelyleadingregionalteamstoperformduringtimesofchange.
• Growthmindset,effectivecommunicator,thoughtleader,brandbuilder.
• Strongempatheticleaderwiththeabilitytobuildcommunity.
• Experiencegrowingtechnologybusinessthroughstrategyandsalescontribution.
• Experienceestablishingapresenceinthetargetmarketandinthemindsofkeyclientsthroughclientinteractionsandexecutivepresence.
• Experiencewithsalesprinciplesandpractices,includingbusinessdevelopment,marketing,andcomplexchannelmanagement.
• Abilitytoeffectivelyteamwithpeersinalarge,matrixedorganisations.
• Abilitytodrivecomplexprocesses,implementationandstakeholdermanagementatspeedandpossessabilitytohandleambiguousandescalatedsituations.
• Abilitytobuildpartnershipswithorganisationsofascale,complexity,andsophisticationlikeAccentureandMicrosoft.

TopBehavioralCompetencies

• StrategicMindset-Seeingaheadtofuturepossibilitiesandtranslatingthemintobreakthroughstrategies.
• Drivesresults-Consistentlyachievingresults,evenundertoughcircumstances.
• Customerfocus-Buildingstrongcustomerrelationshipsanddeliveringcustomer-centricsolutions.
• Drivesengagement-Creatingaclimatewherepeoplearemotivatedtodotheirbesttohelptheorganisationachieveitsobjectives.
• Managesambiguity-Operatingeffectively,evenwhenthingsarenotcertain,orthewayforwardisnotclear.