Client Solutions Area Lead

on and understanding of the different components and their relationship from a business impact perspective.

Come join us

There is one in every group - the person who dreams big and has the motivation to bring their ideas to life, even as others might roll their eyes and prefer to play it safe. Are you that person?

Are you the one who isn't afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working? Because we are building teams of people like that to help our clients unlock the power they need now and own what is next.

Together we do what matters.

As a Client Solutions Area Lead, you will support client relationships and work with account leads and key region stakeholders to translate client industry business goals to technology outcomes, through the Microsoft platform.

You will drive technical-thought leadership with a long-term view for how clients can successfully manage, operate & secure their technology platform. You will keep up to date on emerging technology and how to apply it to clients.

Your goal will be to ensure your clients most pressing and long-term business challenges are met with Avanade's most relevant industry-led solutions.

Skills and experiences

• Education, Certifications and Experience

  • Education and/or experience in the relevant field/business

  • Likely has 12+ years' relevant technology business leadership experience, including solution sales, creation, delivery, and business management

  • Highly experienced with and has existing relationships with Microsoft

lient Solution Area Lead

Role Overview: The Client Solution Area Lead shapes and executes the go-to-market (GTM)

strategy for an assigned SA (Solution Area) or cross-SA in a region, ensuring full alignment between Avanade and Microsoft for all regional GTM initiatives. This role is responsible for leveraging competitive GTM motions and assets and driving growth in the region in alignment with established plans and targets. This role will serve as the key region interlock with Microsoft and ecosystem partners, connecting Avanade to their regional growth agendas and overseeing execution of joint growth objectives. This role will partner with practice leadership to ensure the region has the skills and talent necessary to deliver planned solutions.

Key Accountabilities

• Go-to-Market Strategy, Assets and Solutions

• Go-to-Market Strategy: Own and execute the local GTM plans for assigned SA in close collaboration with region leadership.

• Portfolio Leadership: Represent the SA in the region, providing feedback to Global/Area SA Lead to influence evolutions or changes to SA GTM motions and assets to ensure market relevance and differentiation.

• Provide GTM ideas and assets to global/area for potential deployment worldwide.

• Quality and Best Practices: Showcase successful projects across the region and share with global as examples of value proposition.

• Monitor Success: Track progress toward SA targets, addressing challenges and gaps with leadership.

• Strategic Relationships with Microsoft and Ecosystem Partners

• Partner Collaboration: Establish and sustain close working relationships with Microsoft and as applicable, relevant ISV partners locally. Align region SA strategies and priorities with these partners, including collaborative approaches to joint pursuits.

• Microsoft Alignment and Issue Resolution: Drive shared objectives to maintain our Microsoft-centric competitive edge within the region, managing the health of the partnership at the regional level to ensure alignment on priorities & resolve issues.

• Innovation Activation: Leverage Practice insights to stay informed of SA updates to understand implications for Avanade within the region. Combine this with local client insights to support regional investment decisions and contribute to the global innovation agenda Market Development and Sales Support

• Strategic Market Positioning: Collaborate with region Sales and Marketing to position the SA effectively within the region, tailoring global narratives and positioning materials.

• Deal Support: Drive awareness and adoption of SA GTM motions and assets. Represent the SA and provide expertise in pursuits. Partner with sales and client teams to develop compelling client proposals showcasing SA differentiation.

• Client Engagement: Serve as executive sponsor for client accounts. Collaborate with Practices to ensure industry insights are integrated into products and initiatives.

• Thought Leadership: Serve as a recognized SA thought leader maintaining visible presence as trusted expert. Drive development of SA expertise to enable AVD to sell and deliver SA motions effectively.

Key Performance Indicators

Sales targets

• Region sales yield by Solution Play/Hero, etc.
• Region ales pull through (Cross-SA/upsell)
• Region New Client Acquisition & relationships
• Regional Mid-Market Sales & Revenue targets for global domain area
• Region offering level sales targets
• Region ROI on GTM investment
• Presales costs
• Solution plays implementation in the CRM
• Region leverage partner assets (e.g. ECIF)

Microsoft Incentive Utilization Knowledge, Skills, and Abilities

• Solution Area Expertise: Deep understanding of SA and cross-SA at strategic & technical level

• Business Growth Expertise: Proven experience in growing a technology business through strategic and sales leadership, establishing regional market presence, and developing high-value client relationships.

• Sales and Channel Management: Strong background in sales, marketing, and channel management with effective collaboration skills matrixed environments.

• Leadership and Executive Influence: Strong leadership, communication, and negotiation skills, with a demonstrated executive presence to influence clients at leadership levels and partner executives.

• Financial and Strategic Acumen: Financial and business acumen, with experience in budget management, investment planning, and driving innovation aligned with market trends.

• Change Management and Scalability: Proven ability to implement change and scale new GTM strategies to meet evolving client and market demands

What you'll do

• Role Overview: The Client Solution Area Lead shapes and executes the go-to-market (GTM)

  strategy for an assigned SA (Solution Area) or cross-SA in a region, ensuring full alignment between Avanade and Microsoft for all regional GTM initiatives. This role is responsible for leveraging competitive GTM motions and assets and driving growth in the region in alignment with established plans and targets. This role will serve as the key region interlock with Microsoft and ecosystem partners, connecting Avanade to their regional growth agendas and overseeing execution of joint growth objectives. This role will partner with practice leadership to ensure the region has the skills and talent necessary to deliver planned solutions.

  Key Accountabilities

  • Go-to-Market Strategy, Assets and Solutions

  • Go-to-Market Strategy: Own and execute the local GTM plans for assigned SA in close collaboration with region leadership.

  • Portfolio Leadership: Represent the SA in the region, providing feedback to Global/Area SA Lead to influence evolutions or changes to SA GTM motions and assets to ensure market relevance and differentiation.

  • Provide GTM ideas and assets to global/area for potential deployment worldwide.

  • Quality and Best Practices: Showcase successful projects across the region and share with global as examples of value proposition.

  • Monitor Success: Track progress toward SA targets, addressing challenges and gaps with leadership.

  • Strategic Relationships with Microsoft and Ecosystem Partners

  • Partner Collaboration: Establish and sustain close working relationships with Microsoft and as applicable, relevant ISV partners locally. Align region SA strategies and priorities with these partners, including collaborative approaches to joint pursuits.

  • Microsoft Alignment and Issue Resolution: Drive shared objectives to maintain our Microsoft-centric competitive edge within the region, managing the health of the partnership at the regional level to ensure alignment on priorities & resolve issues.

  • Innovation Activation: Leverage Practice insights to stay informed of SA updates to understand implications for Avanade within the region. Combine this with local client insights to support regional investment decisions and contribute to the global innovation agenda Market Development and Sales Support

  • Strategic Market Positioning: Collaborate with region Sales and Marketing to position the SA effectively within the region, tailoring global narratives and positioning materials.

  • Deal Support: Drive awareness and adoption of SA GTM motions and assets. Represent the SA and provide expertise in pursuits. Partner with sales and client teams to develop compelling client proposals showcasing SA differentiation.

  • Client Engagement: Serve as executive sponsor for client accounts. Collaborate with Practices to ensure industry insights are integrated into products and initiatives.

  • Thought Leadership: Serve as a recognized SA thought leader maintaining visible presence as trusted expert. Drive development of SA expertise to enable AVD to sell and deliver SA motions effectively.

  Key Performance Indicators

  Sales targets

  • Region sales yield by Solution Play/Hero, etc.

  • Region ales pull through (Cross-SA/upsell)

  • Region New Client Acquisition & relationships

  • Regional Mid-Market Sales & Revenue targets for global domain area

  • Region offering level sales targets

  • Region ROI on GTM investment

  • Presales costs

  • Solution plays implementation in the CRM

  • Region leverage partner assets (e.g. ECIF)

Learn more

Why Avanade for Sellers link (TBD)

Interested in knowing what's going on inside Avanade? Check out our blogs:
Avanade Insights - exchange ideas that drive tomorrow's innovation

Inside Avanade - explore what life is like working at Avanade

References

Visible links

https://https://www.avanade.com/en-gb/career/benefits

https://https://www.avanade.com/en-us/about-avanade/inclusion-and-diversity

https://https://www.avanade.com/en/blogs/avanade-insights

https://https://www.avanade.com/en/blogs/inside-avanade

Enjoy your career

• As you bring your skills and abilities to Avanade, you'll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities.

• You'll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It's all here, so take a closer look!

  Some of the best things about working at Avanade

• Opportunity to work for Microsoft's Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 8 hours per year for training and paid certifications)

• Real-time access to technical and skilled resources globally

• Dedicated career advisor to encourage your growth

• Engaged and helpful coworkers genuinely interested in you

  Find out more about some of our benefits [1] here.

A great place to work

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our [2] Inclusion & Diversity page.
Create a future for our people that focuses on:

• Expanding your thinking

• Experimenting courageously

• Learning and pivoting

  Inspire greatness in our people by

• Empowering every voice

• Encouraging boldness

• Celebrating progress

  Accelerate the impact of our people by

• Amazing the client

• Prioritizing what matters

• Acting as one