Europe Offering Lead Digital Sales & Service
Country:
Austria
Cities:
Innsbruck, Linz, Vienna, Vocklamarkt
Area of expertise:
Customer Relationship Management (CRM)
Job Description
This is a Sr. Director or Executive level role.
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 organizations 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.
As a European Offering Lead, you will be responsible for the overall strategy, performance and growth of our Digital Sales and Services business (DS&S) in Europe.
In this role, you will partner closely with both the Regional and the Global Solution Area Leads to implement a successful business strategy. In the role, you will focus on driving the DS&S offering every day; serving as the “face” of the offering internally and externally across Europe, support DS&S sales and delivery, support DS&S related capability and capacity growth, and support regional relationships with our alliance partners, Microsoft and Accenture. The Digital Sales and Services Offering delivers a modern sales/service platform with improved end-to-end support for sales and service processes across channels and devices, and is typically powered by Microsoft Dynamics 365 CE, Fieldservices, Customer Insight and Power Platform.
In our approach to the market and our work with customers, we deeply partner with our colleagues in Modern Workplace and Data & AI to make the end-to-end value proposition of the Microsoft Platform come to live and deliver systems that provide business insights as well as the right user experience over and beyond the pure transactional capability.
In this role, you will oversee full-spectrum, cross-offering solutions delivery for our clients. You will partner with Regional Offering Leads to maintain effective business operations, leveraging the Global Solution Area, our Center of Excellence, and our Delivery Network, to grow and run our business.
Day-to-day, you will:
- Collaborate with, coach and support Regional Offering Leads to drive offerings to target clients, across all stages of the deal pursuit, review and approval
- Support the resolution of quality and client delivery issues for offerings and solutions across Europe
- Directly participate and lead lighthouse sales pursuits as well as act as an Executive Sponsor on selected engagement
- Manage budget against assigned metrics; provide forecasting and sales pipeline analysis to support processes
- Effectively position offering and cross-offering value propositions within the Regional sales channels
- Work hand-in-hand with Avanade Advisory and Avanade Experiences to position value-led and experience-focused services to our clients
- Develop strong, effective relationships with Accenture Technology as well Accenture Strategy & Consulting
- Partner with the global Center of Excellence (CoE) on offering and asset development
- Act as main point of contact with local partners, primarily Accenture and Microsoft, to review pipeline, educate on our offerings, and ensure the Microsoft platform is considered as part of proposed solutions with clients
- Work with and extend relationships with our ecosystem partners who provide solutions to further extend Dynamics capabilities into industry verticals or deepen horizontal capabilities.
- Travel as required by the business.
Key Opportunities and Challenges:
- Microsoft is growing Dynamics365 sales & revenue with 35% - 50% on annual basis which creates a unique opportunity for Avanade growth in services when attaching to that growth rate. For a candidate, this requires a growth mindset and the ability to think outside of the box.
Knowledge, Skills, and Experiences:
- Experience with sales principles and practices, including business development, marketing, and complex channel management
- Ability to effectively team with peers in a large, matrixed organizations, including significant experience with off-shore teams and delivery
- Experience delivering solutions for client organizations through complex solutions / projects with heavy client interaction
- Strong consulting / project-based background, including assessing and managing the opportunity and risk associated with large scale, complex projects.
- You likely possess a Bachelor's degree in Business or technology-related field, or an equivalent combination of education and experience. An advanced degree or MBA is strongly preferred. You likely have about 8-12 years of relevant technology business leadership experience, including solution sales, creation, delivery and business management, and more than 5 years of demonstrated people and/or business leadership experience, particularly within a consultancy.
- You have experience with CRM from one of the major vendors.
- You have experience in selling or delivering projects in at least two out of the following four industries – Financial Services, Manufacturing, Retail & CPG, Public Sector
Top Competencies:
- You revel in success, with a leadership track record in developing and growing long term, high value client relationships. You are adept at communications, especially with influencing and negotiation capabilities that help you establish and grow solutions with key clients. Internally, you enjoy advising leadership teams in the development, production, and promotion of solution offerings to grow a technology services line of business.
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About Avanade
Avanade is the leading provider of innovative digital, cloud and advisory services, industry solutions and design-led experiences across the Microsoft ecosystem. Every day, our 59,000 professionals in 26 countries make a genuine human impact for our clients, their employees and their customers.
We have been recognized as Microsoft’s Global SI Partner of the Year more than any other company. With the most Microsoft certifications (60,000+) and 18 (out of 18) Gold-level Microsoft competencies, we are uniquely positioned to help businesses grow and solve their toughest challenges.
We are a people first company, committed to providing an inclusive workplace where employees feel comfortable being their authentic selves. As a responsible business, we are building a sustainable world and helping young people from underrepresented communities fulfil their potential.
Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.
