United Kingdom



Area of expertise:

Delivery Management

Job Description

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

Avanade UK is a proud signatory of the  Tech Talent Charter
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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