Country:

Canada

Cities:

Calgary, Edmonton, Halifax, Montreal, Ottawa, Quebec City, Toronto, Vancouver

Area of expertise:

Enterprise Technology Architecture

Job Description

About the Role:

There is a company-wide focus within Avanade to grow our Managed Services business globally, both from an Application and Infrastructure Managed Services standpoint.  In support of this strategy, Avanade is seeking candidates with Managed Services solutioning and deal shaping experience for a Solution Architect position to support our North American area. This role requires solid understand of application managed services and Microsoft’s cloud services for D365 and other products as well as strong client facing skills to clearly articulate proposed solutions to Avanade’s clients.  The role-holder will take a lead in providing sales support and solution configuration on large, complex Managed Services deals with a primary focus on North American Managed Services opportunities.  The role will include end-to-end deal support of managed services engagements including data gathering, analyzing, effort and cost estimating, deal shaping, proposal development, as well as assisting with contracting.  This role will also help support our offering development activities when not fully engaged in sales pursuits.

 

Role Responsibilities:

  • End-to-end responsibility for shaping large, complex Managed Services deals.
  • Secure the required approval for variances from contracting standards by escalating issues to the proper executive level on a timely basis (i.e., before agreed upon with the client).
  • Work within a new business team to interpret client defined or implied requirements against Avanade solution templates and delivery capabilities.
  • Engage with client stakeholders and other knowledgeable resources to validate service requirements, explore solution options, and identify service integration requirements.
  • Lead the definition of a Managed Services solution that meets the agreed requirements.
  • Work closely with Avanade delivery teams, including offshore delivery centers and third parties to realize service estimates in accordance with the Avanade Solutioning guidelines.
  • Identity all service costs and populating cost models accurately to ensure a full visibility of costs related to establishing and delivering the service over the contract term.
  • Create and document a Solution Plan and engage internal stakeholders as required to populate the Avanade ‘Deal Review System’ and support an internal sign-off (at regional, area and global levels) of costs and risk.
  • Identify and mitigate solution risks.
  • Support the development of pricing and commercial strategies and commercial dialogue with clients.
  • Support sales activity in presenting our solution approach and methods to client stakeholder groups.
  • Plan for and support service implementation, transition, and introduction activities.
  • Establish and maintain effective working relationships with Avanade Solution Area and Business Development communities.
  • Build and maintain strong working relationships with delivery center solution architects and contribute to the Avanade Managed Services Solution Architect community.
  • Effectively position Avanade’s Managed Services offerings, both internally and externally with our clients and partners, including evangelizing Avanade’s capabilities and value proposition.
  • Share client outcomes and market conditions with other stakeholders so that the global offering leads, and Managed Services community can evolve strategies and develop innovative solutions for the future.
  • Working location may vary; travel to client locations will be required, including occasional travel to our global delivery centers as dictated by the business and requested by the regional teams.

 

About you:

 

  • You will have a demonstrated track record in Managed Services selling, solutioning and deal shaping acumen. 
  • You bring energy to our clients and the various people you interact with daily. 

 

In addition, your skills/experience should include:


  • Consulting and/or managed services delivery and sales experience. 
  • Detailed knowledge of Managed Services service and delivery models, including global and distributed delivery models. Proficiency in Application and Cloud/Infrastructure Managed Services.
  • Solution planning and deal shaping expert.  Able to create compelling value proposition and leverage available assets and capabilities to craft the solution.
  • Selling to senior client leadership; leading negotiations or developing business terms and conditions.
  • Has led service introduction and/or service transition AND has been responsible for ensuring entire deal delivered value as defined.
  • Has worked in an environment with global delivery and in multiple geographies and industries.
  • Strong point of view on emerging trends in technology, Managed Services, Application Development – DevOps, Cloud Native Application, Microsoft Development platforms and Open-Source Software, Cloud platforms like Azure, data analytics, containers, RPA and intelligent automation.
  • Comfortable working with estimating, costing and working with Finance and Sales Leads on pricing models. Demonstrates strong analytical skills, ability to analyze client provided data.
  • Demonstrates a structured and considered approach to written and oral communication. Able to communicate potentially complex solutions to less technical people.
  • Proven ability to work within a team, contributing to the success of the team while making a personal contribution. Provides leadership when appropriate and capable of working effectively
  • within a matrixed organization.
  • Able to define solution elements even when all the required information is not available. Realizes and documents reasonable assumptions.
  • Knowledge of Microsoft Products, Services and platforms.
  • Extensive interaction with C-level executives.
  • You likely possess a Bachelor's degree in Business or technology-related field, or an equivalent combination of education and experience.

Please be aware that Avanade requires all new hires to be fully vaccinated as a condition of employment. Avanade will consider requests for medical or religious accommodation to this vaccination requirement on an individual basis.


Avanade® Is An Equal Opportunity Employer. Avanade prohibits discrimination and harassment against any employee or applicant for employment because of race, color, age, religion, sex, national origin, gender identity or expression, sexual orientation, disability, veteran, military or marital status, genetic information or any other protected status.

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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 56,000 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