Land:

Deutschland

Städte:

Balingen, Berlin, Bremen, Dusseldorf, Erfurt, Frankfurt, Friedrichshafen, Hamburg, Kiel, Manching, Mannheim, Muenster, Munich, Neuss, Nuernberg, Ottobrunn, Stuttgart, Ulm

Kompetenzbereich:

Account Leadership

Stellenbeschreibung

Avanade has seen hugely impressive growth both globally and in Europe.

The ASG region is a very important part of Avanade’s European business with annual growth rates in excess of 40% for sales and 20% for revenues with favourable market conditions, with a high presence in both the private sector as well as in the public sector.

Avanade has a strategic focus on a consistent set of industries that align to industry groups, which we call Client Groups. There are five that cover all industries: Financial Services, Health and Public Sector, Products, Resources, and Communications, Media, Tech. As a market leader our ambition is to expand our presence in all sectors, the Financial Services sector, Resources (Energy, Utilities, Natural Resources and Chemicals), Products and the Public sector.

Client Group Leader will help us to achieve sustain market leadership by creating deeper connections with our clients.

As the Executive, Client Group Lead for Resources in ASG, you are accountable for client success across the Client Group and significantly enlarging the Avanade footprint in the ASG Resources market. You are driving client relationships, account management and development of the client portfolio with focus on Avanade's’ client segmentation. Your deep client group knowledge will help to bring the full breadth of Avanade’s GTM practices, especially Industry relevant skills and Advisory approaches. You will ensure sales, delivery excellence and build up Industry capabilities & architecture skills.

Resources has aggressive growth potential and currently makes up for 11% (43m$) of the ASG revenue, bringing solutions to our Clients spanning all Microsoft platforms. The portfolio includes large clients with huge potential that needs to be developed into Most Valued Clients for Avanade.

​The role will work closely with:

* ASG General Manager, ASG Sales Lead, ASG Delivery Executive and Europe Sales Lea
* ASG Leadership Team, ASG Sales Team, ASG Solution Areas Team & ASG Delivery Leadership team
* Global Industry Leads and Solution Area Leads
* Europe Leadership Team

RESPONSIBILITIES

Business Growth
  • Deliver revenue growth and market penetration focused on both direct and indirect ​
  • Drive sales excellence and productivity, increasing pipeline quality, win rates, aggregate business development efficiency and yield​
  • Drive Client Group Client income (profitability)
  • Engage with Accenture and Microsoft counterparts to define the space, strategy and resource allocation across both channels​
  • Grow accounts through qualification and segmentation, increasing the number and size of MVC and Growth accounts
  • Act on Voice of Client feedback and foster an exceptional client experience

Market Strategy

  • Work with Global Industry Leads to define the market opportunity for the respective Industry and execute the GTM strategy (market, clients, channel, solution) ​
  • Leverage existing knowledge of local market to develop and implement an effective market strategy in support of business objectives and targets and in tight connection with the Regional Sales Leader. ​
  • Target optimum clients in support of business strategy supported by high-quality account plans, integrating offerings, assets and direct sales​
  • Identify and capitalize on opportunities to ensure clients can access the full breadth of Avanade’s GTM practices​
  • Build and mobilize Area/ Regional marketing around Client Groups​
  • Develop and execute the growth plan for their respective Client Group which includes MVC/Growth and targeted whitespace objectives.

Operational Performance and Delivery Excellence

  • Lead operational management of the Client Group(s) and partner with regional business leaders as required​
  • Client Group owner will own their own client relationships, either as an Executive Sponsor or an account leader in their own right
  • Drive delivery excellence ​
  • Effectively manage operational levers to maximize Client Group business growth​
  • Effectively manage utilization of deployed resources​
  • Partner with Business Group leadership to drive revenue diversity of GTM (Technology, Advisory & Experiences)​
  • Liaise with Avanade enabling functions as required to ensure Client Group needs are defined and met in support of business objectives​
  • Contribute to broader Client Groups / industry expertise globally ​
  • Responsible for sales and revenue forecast​
  • Responsible for Sold and Delivered CCI% for the client portfolio

People Leadership

  • Engage and support development of high-performing people – who both report directly and who are part of the extended CG network​
  • Actively manage resource allocation across the Client Group ensuring effective utilization​
  • Model and embed Avanade’s culture and values​
  • Develop and execute a talent development and succession plan for the team​

PREFERRED EXPERIENCE

The ideal candidate will have expertise in working at CxO level on selling and influencing large-scale systems integration, consulting or outsourcing decisions. We are searching for a passionate, professional and impactful industry leader with technology, solutions and industries depth, accustomed to working in a complex environment with large partners such as Microsoft and Accenture.

In particular, the preferred profile will have leadership experience, be outcome based and value driven. This will include developing the right team, achieving the envisioned cultural evolution, and bringing the transformational sponsorship needed to embed new ways of delivering value to clients across a complex landscape.
  • Executive level experience in growing large scale, profitable technology services business
  • CxO impact and the ability to develop and grow long term, high value customer relationships
  • Personal track record in developing long-term client relationships
  • Personal track record in selling and closing large complex deals
  • Personal track record in building high performing teams
  • Sales Leadership of senior sales professionals
  • Sales coaching; can support sellers and deals and mentor teams
  • Experience in complex channel and partner management.
  • Visibility as an influencer on business relevant social media and in the regional business press
  • Experience in assessing and managing the opportunity and risk associated with large scale complex services/consulting engagements
  • Superior written and verbal communication skills in German and English
  • High degree of integrity, credibility, resilience and character
  • Experience in an international working environment
  • Ready to embrace and innovate in the "new normal"

Preferred skills & behaviors & qualifications:

  • Extensive experience with the ASG market and in managing teams across multiple locations
  • The ability to persevere in the face of challenges
  • Passion for Technology, Innovation through Technology
  • Drive meaningful impact through collaboration
  • Relentless commitment to higher standards
  • Self-reflective with a growth mindset, including seeking input and continuous improvement
  • Inclination to to go beyond the status quo and to seek and analyze data from a variety of sources to support decisions
  • Entrepreneurial approach to developing innovative ideas to stretch the organization* Bring out the best in others through empowered and inclusive leadership
  • Degree in Business, Computer Science, Management Information Systems or related field
  • Proven industry experience in Sales such as Solutions Sales or Management Consulting background.
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Über Avanade 

Avanade ist der führende Anbieter von innovativen digitalen Services, Cloud- und Beratungsdiensten, branchenspezifischen Lösungen sowie designorientierten Anwendungen auf Basis des Microsoft-Ökosystems. Jeden Tag leisten 56.000 Fachkräfte in 26 Ländern einen wertvollen Beitrag für unsere Klienten, deren Mitarbeiter und ihre Kunden.


Avanade wurde häufiger als jedes andere Unternehmen als Global Alliance SI Partner of the Year von Microsoft ausgezeichnet. Mit den meisten Microsoft-Zertifizierungen (60.000+) und 18 (von 18) Microsoft Gold-Kompetenzen ist Avanade ideal positioniert, um Unternehmen dabei zu helfen, zu wachsen und ihre größten Herausforderungen zu bewältigen. 


Avanade stellt die Menschen in den Mittelpunkt und ermöglicht inklusive Arbeitsplätze, so dass sich die Mitarbeitenden wohlfühlen und sie selbst sein können. Als verantwortungsvolles Unternehmen schafft Avanade eine nachhaltige Welt und hilft jungen Menschen aus benachteiligten Gemeinschaften, ihr Potenzial voll auszuschöpfen.


Avanade wurde im Jahr 2000 von Accenture LLP und der Microsoft Corporation gegründet. Heute gehört das Unternehmen mehrheitlich Accenture. Erfahren Sie mehr auf www.avanade.com.