Role Overview
The Global Solution Area (SA) Lead - Business Applications is responsible for setting the go-to-market (GTM) strategy for Business Applications, activating the strategy globally, and ensuring full alignment between Avanade and its partners for all GTM initiatives. This role is responsible for defining competitive SA GTM motions and assets and driving growth in alignment with established plans and targets. This role will serve as the key global interlock with Microsoft, Accenture, and ecosystem partners, connecting Avanade to their growth agendas and overseeing execution of joint growth objectives and initiatives. This role will partner with relevant global practice leadership to define the skills and talent necessary to deliver planned SA motions.
Key Accountabilities
Go-to-Market Strategy, Assets and Solutions
Go-to-Market Strategy: Own and execute the global GTM plans in alignment with the enterprise strategy, focusing on developing, packaging, and evolving GTM assets and solutions that effectively address client needs and drive Avanade Direct business impact.
Portfolio Leadership: influencing evolutions or changes to Avanade's GTM motions and solutions to ensure market relevance and differentiation. Harvest GTM ideas and assets from the regions and deploy globally.
Quality and Best Practices: Establish a strategic delivery framework for offerings partnering with Practices. Showcase successful projects as examples value proposition.
Monitor Success: Track progress toward SA targets, addressing challenges and gaps with leadership.
Strategic Relationships
Partner Collaboration: Establish and sustain strategic relationships with Microsoft and as applicable, relevant ISV partners. Align Avanade’s global SA/Industry 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, managing the health of the partnership at an exec level to ensure alignment on priorities & resolve issues.
Innovation Activation: Leverage Practice insights to stay informed of SA updates to understand implications for Avanade globally. Combine this with local client insights to support global investment decisions and innovation agenda.
Market Development and Sales Support
Strategic Market Positioning: Collaborate with global Sales and Marketing to position the SA effectively globally, creating compelling narratives and positioning materials.
Deal Support: Drive awareness and adoption of global SA GTM motions and assets worldwide. Represent the SA and provide expertise in strategically important pursuits. Partner with sales and client teams to develop compelling client proposals showcasing SA differentiation.
Client Engagement: Serve as executive sponsor for global accounts. Collaborate with Practices to ensure client insights are integrated into products and initiatives.
Thought Leadership: Serve as a recognized thought leader presenting at Microsoft and industry events, authoring articles, and maintaining a visible presence internally as a trusted expert.
Key Performance Indicators
Global sales targets
Sales yield by Solution Play/Hero, etc.
Sales pull through (Cross-SA/upsell)
New Client Acquisition & relationships
Mid-Market Sales & Revenue targets for global domain area
Global offering level sales targets
Global ROI on GTM investment
Presales costs
Solution plays implementation in the CRM
Global leverage partner assets (e.g. ECIF)
- Microsoft Incentive Utilization
Knowledge, Skills, and Abilities
SA Expertise: Master understanding of Business Applications at strategic & technical level
Business Growth Expertise: Experience helping grow a technology business through strategy and sales contribution. Strong business relationships with Microsoft Global and Area Business Applications.
Ability to scale and run a $500M+ global Microsoft Business Applications portfolio.
Sales and Channel Management: Demonstrated background in sales, marketing, and channel management with effective collaboration skills matrixed environments. Sales/product leadership and successfully landing joint GTM plays with Microsoft.
Leadership and Executive Influence: Exceptional leadership, communication, and negotiation skills, with a demonstrated executive presence to influence C-suite clients 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.
Education, Certifications and Experience
Education and/or experience in the relevant field/business
Likely has 20+ years’ relevant technology business leadership experience, including solution sales, creation, delivery, and business management
Expert understanding of Microsoft Business Applications (including Low Code) strategic & technical level
Deep experience with and has existing relationships with Microsoft
Previous region & area experience; deep knowledge of geo operations
We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Avanade believes that all persons are entitled to equal employment opportunities, and we do not discriminate against our employees, applicants, or job seekers because of their race, color, gender, religion, national origin, disability, veteran status, age, marital status, sexual orientation, genetic information, gender identity, or any other protect group status as defined by law.