role purpose

There is a company-wide focus within Avanade to grow our Managed Services business in all regions. Avanade’s Managed Services business has been operational for nine years and has seen significant growth across the Managed Services portfolio. Our clients include household names and organisations with a global footprint. In support of the company strategy, we are looking to strengthen our Managed Services team with the recruitment of an experienced Managed Services Solution Architect. The role-holder will take a lead in providing sales support and solution configuration on our larger Managed Services deals.

role objectives

To work with our regional sales teams and our global delivery organisation to define Managed Services solutions for our UK and Ireland clients.

To provide sales support to our regional business development teams, engaging directly with customers as required throughout the sales lifecycle.

To take the lead in developing and configuring Managed Service solutions, including more complex deals and working with global colleagues and both near-shore and off-shore delivery centres.

key responsibilities

Leading the Solution process will require the role-holder to work with our regional new business teams to:

•        Contribute to deal competitor analysis and development of win strategies

•        Interpret client defined or implied requirements against Avanade solution templates and delivery capabilities

•        Engage directly with client stakeholders and SMEs to validate service requirements, explore solution options and identify service integration requirements

•        Lead the definition of Managed Service solutions that meet agreed requirements

•        Work closely with global delivery teams to realise service and solution estimates in accordance with the Avanade Estimating Model (AEM) guidelines

•        Identify all service costs and populate cost models accurately to ensure an accurate estimation of delivery costs over the contract term

•        Create and document a Solution Plan engaging internal stakeholders as required

•        Conduct ‘Deal Review System’ and internal sign-off (at regional, area and global levels) of costs and risk

•        Identify and mitigate solution risks

•        Present the solution approach and methods to client stakeholder groups

•        Support the development of deal specific pricing and commercial strategies and commercial (client) dialogue

•        Participate in the negotiation of the solution components of contracts

•        Plan for and support service implementation, service transition and service introduction activities

•        Establish and maintain effective working relationships with Avanade service lines, market units and business development personnel

•        Build and maintain strong working relationships with regional and delivery centre solution architects and contribute to the development of the broader Avanade solution architect community

Additionally, the role-holder will be required to be proactive in a range of Sales Support activities and to:

•        Support and drive sales origination activities in early phases of the sales process in conjunction with our Business Development team

•        Engage with clients to elaborate service needs and pre-qualify sales opportunities

•        Work with our Regional Sales and Marketing teams to develop client facing presentations and materials

•        Specify and develop Sales Proposals, take ownership of Solution aspects

•        Contribute to the development of our Managed Services service propositions and offerings

Preferred Skills

This role requires general experience and a demonstration of a breadth of knowledge, skills and experience including:

•        Relationship Management: ability to establish, maintain and manage strong working relationships with colleagues, partners, suppliers and senior client personnel

•        Communication: demonstrate a structured and considered approach to written and oral communication and presentation

•        Negotiation: ability to articulate a reasoned argument on potentially complex issues

•        People Management: experience of working with (virtual) teams and mentoring individuals against their assignment goals, demonstrable capability to motivate individuals and drive high performance teams

•        Technical knowledge and experience: Experience and knowledge of Service Introduction, Service Delivery and Service Management (in a Managed Services or Outsourcing context), including:

•        Competency in Solution Planning methods

•        Competency in Infrastructure and Application managed services delivery techniques

•        Competency in key aspects of Service Management and Delivery Management

•        Competency in key aspects of Service Integration

•        Experience of global delivery models (onshore, nearshore and offshore delivery)

•        Experience of implementing Service solutions against ITIL v4 standards or equivalent

•        Experience of managing service partners and subcontractors

•        Experience of service, financial, quality, risk, and knowledge management methods

Accountability and metrics

Key Performance Indicators will relate to:

•        sales revenue (sales supported)

•        win rates

•        cost of sale (management)

•        personal utilisation (assignment days, billable days)

•        customer feedback & satisfaction

•       chargeability - If appropriate, to be set by area leadership

Additional area, region or service line specific requirements

The working location may vary; travel to customer locations will be required, including occasional travel to our global delivery centers

Some out of hours working may be required to support new business pursuits and/or service issues

required certifications

The role holder will be expected to progress through Avanade’s certification programme as Application Outsourcing and Infrastructure Outsourcing Solution Architect.

The following additional certifications are desirable:

•       Microsoft Certifications

•       ITIL Service Management

•       Certification in Project Management (PMI)

core competencies

•        Customer Focus

•        Embracing Change

•        Teamwork and Collaboration

•        Realizing Results the Avanade Way

•        Technical Passion

•       Interpersonal Awareness