Country:

United States

Cities:

Boston, Hartford, Jersey City, New York City, Philadelphia

Area of expertise:

Sales

Job Description

For more than two decades, Avanade has been at the forefront of driving innovation designed to create a genuine human impact.  Created in April 2000 by two industry giants – Accenture and Microsoft – Avanade has one goal: deliver innovative services and solutions to enterprises worldwide using the Microsoft platform. Collaboration is at the heart of our culture, and as the industry’s most successful joint venture, partnering with Microsoft is literally in our DNA.  As the global leader in the Microsoft Partner Ecosystem, we’ve earned countless partnership accolades, but the most powerful evidence of what the partnership is capable of – and what we’re most proud of – is the success of our joint clients.

 

As the Avanade Regional Microsoft Alliance Leader for the Northeast region, you’ll be part of one of the most exciting partnerships in the industry.  You’ll be the “face of the partnership” for the Northeast Region managing the Microsoft partnership across all aspects of the business – from stakeholder alignment and relationship management to joint sales and go-to-market orchestration to field alignment and ongoing enablement. You’ll be responsible for executing the global and area alliance plan with Microsoft in your region to support our growth opportunities in all channels, you’ll act as a key strategic advisor to Region leadership, providing the voice to the partner and from the partner, you’ll align to sales leadership to enable co-selling at scale, mobilize across Avanade, Accenture, and Microsoft to drive increased share of wallet and mindshare for Avanade services. You’ll lead with influence across your region to consistently deliver results and impact for Avanade, and you’ll be a core member of the Area and Global alliance leadership team accelerating the next phase of transformation of the Avanade Microsoft Partnership. 

 

Core Skills 

Alliance management in today’s fast-paced market dynamics requires a unique, next-level skillset.  In this role, you’ll have an opportunity to bring the breadth of your partner management and leadership acumen to deliver market-making results, demonstrating your acumen across: 

 

           Strategy – everything we do in alliances is based in partnering strategy – bringing a unique ability to connect strategy to execution, with a cross-functional perspective coupled with the foresight to anticipate decisions, problems, conflicts & opportunities 

           Sales – you bring a sales mindset and an entrepreneurial attitude, with a relentless focus on our joint clients, and impacting the business   

           Business – you are a go-to person for leadership, an influencer and trusted advisor, known for consistently delivering results, and doing what you say you’ll do 

           Communication – you are a seasoned communicator, with the ability to tell articulate clearly upstream and downstream to get results 

           Operational – you know who to connect with and when to get things done, you pay attention to details 

           Relationship & political acumen – you build credibility and deep relationships internally & externally, you are a skilled negotiator and able to build consensus when needed. You possess the empathy to create win/win solutions for Avanade and Microsoft 

           Results-focused – you have a bias for action, you aren’t a ‘reporter of the news’ – you are known for delivering results

 

Accountabilities 

           Partner relationship owner for the Northeast Region 

           Joint Northeast GTM plan development and execution  

           Joint program/initiative orchestration

           Interlock & Rhythm of the Business between Microsoft and Avanade stakeholders (executive, sales, industry, solution) in region, and alignment to Accenture’s Microsoft Business Unit 

           Joint Scorecard metric achievement

 

Responsibilities 

           Lead alliance relationship in the Northeast Region, working closely with Avanade leadership, Microsoft and AMBG to drive execution of joint activities to support direct / indirect growth goals. 

           Manage escalation resolution, exec alignment, scorecard across the Northeast Region  

           Lead the Joint Alliance Plan for the Region, overseeing execution plans, programs & achievement of metrics. 

           Orchestrate Region governance & joint ROB to drive predictable interlock, align to relevant processes and programs across region

           Collaborate with Microsoft & Avanade Regional Sales Leaders to execute ‘sell-with’ and joint GTM initiatives   

           Manage Regional Joint Account targeting process – orchestrate joint account planning sessions and track incremental pipeline

           Support joint area/region account planning sessions to influence, extend, and/or accelerate deal closure 

           Develop and execute a coordinated enablement plan to drive partnership awareness, targeting Region & MS Sales, Target Clients, etc. 

           Manage Region alliance operational rhythm of the business to accurately track and report impact of joint activities to regional growth

           Serve as primary influencer to Region Alliance Marketing to ensure effective demand gen activities to support Region sales strategy 

           Act as part of Global Alliance Team to ensure close coordination, continuous communication related to Northeast Region requirements  

 

Metrics & KPIs 


           Region Partnership Health   

           Incremental Pipeline impact 

           Region metrics (key joint go-to-market initiatives)

           Region Microsoft KPIs (e.g., ACR, D365, Copilot seats, etc.) 

 

Preferred Experience

           Bachelors or equivalent experience

           10+ years of relevant partner management experience

 



As required by local law, Avanade provides a reasonable range of compensation for roles that may be hired in California, Colorado, New York, and Washington as set forth below and information on benefits offered is here.   

 

Role Location: Range of Starting Pay for role:

New York: $155,000 to $180,000

Apply now

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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 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