Global Sales - Regional Sales Leader, Australia
Area of expertise:
Growth Markets – Australia Region
The Australia region is a very important part of Avanade’s Growth Markets with annual growth rates of in excess of 20% for both sales and revenue and with favorable market conditions with a high presence in both the private sector as well as in the public sector.
This role is a member of the Regional Leadership team and Area Sales Leadership team.
This position leads sales including the sales teams and sellers for the region together with owning the local relationship with the regional Accenture Microsoft Business Group Sales Lead and regional Microsoft executives. The successful candidate 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 as an innovator for customers and the ability to develop and grow long term, high value customer relationships at Executive level.
This role requires a track record in managing, developing and growing high performance sales teams in the Australian market spread across multiple main cities as well as working as part of a wider Growth Markets team.
A strategic outlook will assist the ideal profile in the navigation of a “new normal”, both for Avanade and its client and partner ecosystem. A strong orientation towards execution will also be required; to lead Sales will be involved with key customers and deals as Executive Sponsor or Deal strategist. A combination of hands on strategic deal and client relationship experience, together with gravitas and impact, will drive continuous value for the organizations’s top clients. This individual will be entrepreneurial and results oriented and will contribute to the overall business.
RESPONSIBILITIES & OUTCOMES
The Regional Sales Leader creates a high performance culture around the immediate sales team and the wider sales community. The vision to be creative is essential although best practice around core activity is also a given, with a focus on regional planning, pipeline development, complex channel management, strategic deal shaping, bid management and on-going sales effectiveness program implementation, as well as evolving and running the various sales reporting cadences
Balanced Scorecard Metrics for Sales
Regional overall Sales & Revenue & Profit targets
Specific Solution Area / Industry focused sales targets
Diversity & Inclusion goals
Employee engagement and Retention
Market share and market growth
Seller performance and productivity
Setting Strategy & Developing a Plan
Create and articulate an inspiring vision for your areas of responsibility.
Developing business growth plans including annual growth plans and sales target/quota plans
Set clear and challenging goals while committing the organization to improved performance
Supporting account management and planning best practices
Executing for Results
A balanced risk-taker who seeks data and input from others to foresee possible threats or unintended consequences rom decisions; someone who takes smart risks.
A leader who is viewed by others as having a high degree of integrity and forethought in your approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.
A leader who is comfortable operating as a player/coach – driving personally a set of specific deals but also acting as a coach and mentor to pursuit teams across the region.
A leader who understands what it means to build and execute on sales capability programs needed today, while also knowing how to position these programs as the building blocks for the capabilities needed tomorrow.
The role requires a collaborative negotiating style capable of effecting change and driving results and experience working in a matrixed and fast paced, growing organization
Managing and coaching teams across multiple Australian locations including Sydney, Melbourne, Brisbane, Perth and Canberra
The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance
Creates a sense of purpose/meaning for the team that generates followership and engages others to the greater purpose for the organization as a whole.
Lead and drive the sales community and also act as the functional lead for sales professionals.
Understanding of working across cultures and driving and influencing for results in a matrix organization is important.
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 sales leader with technology and solutions 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 selling and closing large complex deals
Sales Leadership of senior sales professionals
Sales coaching; can support sellers and deals and mentor to pursuit 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
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 Australian market and in managing teams across multiple locations
The ability to persevere in the face of challenges
Relentless commitment to higher standards
Self-reflective, with an attitude of continuous improvement and seeking input
Inclination to seek and analyze data from a variety of sources to support decisions
Entrepreneurial approach to developing innovative ideas to stretch the organization
Encourages others to share the spotlight and visibly celebrates the success of the team.
Degree in Business, Computer Science, Management Information Systems or related field.
10 + years in the IT / SI industry with experience in Sales such as Solutions Sales or Management Consulting background.
WORKS CLOSELY WITH
Area Sales Lead & Regional General Manager
Regional Leadership Team
Area Sales Leadership Team
Global Solution Areas & Area Regional Solution Area teams
Sales Operations, Talent Acquisition and Total Rewards
Regional and Area Marketing teams
Alliance teams & counterparts in Accenture and Microsoft
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Avanade leads in providing innovative digital services, business solutions and design-led experiences for its clients, delivered through the power of people and the Microsoft ecosystem. Our professionals combine technology, business and industry expertise to build and deploy solutions to realize results for clients and their customers. Avanade has 29,000 digitally connected people across 23 countries, bringing clients the best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate. We welcome all, and seek talented individuals who can bring their whole self to work, build inclusive teams and encourage diversity inside and outside the organization. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.