Kuala Lumpur

Area of expertise:

Business Leadership

Job Description

Region Practice Lead - SEA Customer Engagement

Leading organizations – corporations, non-profits, government departments, look to Avanade to help them make the most of their investment in Microsoft and to push the boundaries of digital innovation. The result? Interesting work that is well supported, always evolving and sure to keep you engaged and interested. Together we go beyond.

The Technology, Avanade X, and Advisory Business Groups (BG) are Avanade’s growth engines responsible for developing market relevant capabilities and solutions to help clients resolve critical business and technology issues. Through practices they provide sales, solutioning and delivery support to Client Groups and Accounts to help us win and sustain long-lasting relationships with our clients. In addition to direct relationships with clients, each Business Group works closely with Avanade’s most significant partners - Microsoft and Accenture, as well as other alliances - to drive growth of the business group and the Practices therein.

While we have made incredible progress in our employee experience in the past few years, we continue to see gaps in clarity around career ladders and pathways and priority skill development opportunities. In response, we are evolving our Talent Communities (TC) and better aligning our pre-sales and solutioning efforts into Practices.

All BGs will have Practices, which will help us deliver exceptional value to our clients with repeatable go-to-market services, industry expertise, and market leading capability, and help Avanade grow through winning bigger and more complex engagements that require specialist skills across pre-sales through to solutioning and delivery.

Practices are where Avanade’s employees are ‘homed’. Practices are responsible for building and evolving capabilities in line with market and client needs; attracting, developing, and retaining talent; managing deployment of practitioners, and creating/evolving assets and solutions to reduce the cost of sales, delivery, and operations. Practices also provide sales, solutioning and delivery support to help us win and deliver projects and services to clients.

Employees from Practices are deployed to client accounts, Integrated Go-to-Market Lines of Business and Plays, and a new Integrated Center of Excellence to support sales, solutioning, and delivery efforts in regions.

Come join us

As Regional Practice Lead, you will lead the Customer Engagement Practice for the region. This practice is the Business Applications (Microsoft Dynamics Solution Area) in the Technology Business Group. Customer Engagement emphasizes how organizations interact with their customers and how they measure the work done against fulfillments, entitlements, and service level agreements. . This role owns the strategy that ensures the region Practice has the right capabilities to seize market advantage and is responsible for driving business growth, supporting sales development and conversion, solutioning and delivery, and practice strategy, in addition to people, capability, and community development.

In addition to relationships with clients and the practice community, this role collaborates with business leaders in the region from other practices, Solution Areas (SA), Business Groups (BG), Integrated Go-to-Market (IGTM), Sales, Client Service Leads, Delivery & Solutioning, and internal partners from Human Resources, Workforce Planning, Talent Acquisition, Skills, Learning and Development, etc. to be successful.

What you’ll do

Practice Leadership and Growth

  • Define, align (with global/area BG plans, IGTM, and other BGs), implement, and evolve region practice strategy to ensure the region has market leading capabilities. Region strategy and planning drives area and global strategy and planning. 
  • You will report to the relevant Region SA Lead and has dotted line reporting relationship to the relevant Global Practice Lead.
  • You will be a member of the Region BG Leadership Team. As a leader this role is equally expected to demonstrate and model Avanade’s values, principles, habits, and behaviors.
  • Manage region (and country where applicable) practice team in line with agreed plans and KPIs 
  • Incorporate global/area practice priorities into regional practice priorities, cascade to region practice team members and provide feedback loop upwards to global 
  • Manage and assess performance of regional practice members 
  • Build strong relationships with regional Avanade, Microsoft, Accenture Technology, and other relevant Accenture leaders to drive growth of the practice and ensure maximum synergy (e.g., working together rather than competing, not duplicating Microsoft skills development, and positioning Avanade as preferred for Microsoft resources) 

Sales, Solutioning, and Delivery

  • Pro-actively work with Sales, Client Account, and Line of Business/Play Leads to identify, qualify, and prioritize opportunities that will drive additional sales and revenues 
  • Lead and/or provide support for sales development and closure including provision of insights, demonstrations, creation of proposals, delivery of client presentations and input into contracts 
  • Lead and/or provide expert solutioning support to assist with sales development/ closure and successful delivery of projects and services 
  • Own and extend client relationships helping Avanade to broaden its client network and deliver an exceptional client experience 
  • Assist with the contextualization of the global go-to-market motions, e.g., Plays, so that they are relevant and have impact in the regional market

Create and Evolve Practice Assets and Solutions

  • Deploy practice assets and solutions localizing them for use in specific Client Groups and accounts 
  • Provide feedback on specific selling and delivery needs/support required in the region 
  • Harvest assets created via region engagements and services, highlighting them to Global Practice Lead 
  • Communicate practice-related trends and client feedback as input and contribution to global new/evolved assets and solutions

Attract, Develop, and Retain Practice Talent 

  • Define and manage implementation of a holistic regional practice talent plan, inclusive of creating an integrated talent plan with the ATC as appropriate, that includes what talent we need and where (i.e., build, buy, borrow, keep), to meet client demand, I&D agenda, and ensure a robust, future ready workforce 
  • Deliver on employee engagement and wellbeing plan incorporating region specific requirements and initiatives 
  • Execute practice-specific skill development plan within the region to ensure regional practice practitioners have the skills required to deliver practice-aligned and IGTM assets and solutions 
  • Leverage career development pathways to help region practitioners broaden their skills and experience, undertake new roles, and secure promotion 
  • Foster the network connection to Avanade's Communities of Practice
  • ensuring the regional practice has the right capabilities, skillsets, and certifications required to deliver client work both today and tomorrow. It is accountable to create a community with common objectives, build culture, and ensures the employee value proposition is brought to life regionally.

Manage Deployment of Practice Practitioners

  • Define and align region practice workforce needs and plans with global, area, and Workforce Planning and Execution leaders 
  • Manage implementation of the workforce plan and update it on a periodic basis to reflect business and practice priorities and performance 
  • Ensure the right practice capabilities and capacity are available to meet regional needs. Identify, communicate, and resolve challenges. 
  • Own regional practice market utilization and chargeability targets ensuring these are met or exceeded at the regional level 

Key Performance Indicators 

Owned KPIs: 

1.      Market utilization and chargeability, including personal MU and Chargeability 

2.      Headcount Management per agreed plan 

3.      Voluntary attrition 

4.      Assets and solutions 

5.      Employee engagement 

6.      Inclusion, Diversity & Wellbeing

Shared KPIs: 

1.      Sales and revenue targets for respective Solution Area 

2.      Solution Architect & Delivery certifications 

3.      Design and execution of strategic priorities


Drives Results, Ensures Accountability, Customer Focus, Attract Top Talent, Develops Talent, Drives Engagement, Builds Effective Teams

Skills and experiences

About you

  • Strong leadership, communication skills, client presence and focus, and the ability to influence executive stakeholders and clients 
  • Demonstrates and is recognized as an eminent thought leader internally (ideally externally as well) in their practice 
  • Ability to build organizational culture, drive employee engagement, strengthen inclusion and diversity, reduce attrition, and attract top talent 
  • Market-focused with a growth mindset 
  • Ability to collaborate effectively in a highly matrixed company to deliver results within a region

Education, Certifications and Experience

  • Education and/or experience in the relevant field/business 
  • Likely has 10+ years’ relevant experience designing, selling, and leading client engagements with Microsoft Dynamics 365 (preferably CRM)
  • Significant competency and skills in the practice 
  • Experience growing and leading a profitable technology consulting practice in a region 
  • Deep experience in understanding client needs and selling and delivering assets and solutions 
  • Experience shaping and developing people skills/capabilities of a large team 

Enjoy your career 

Some of the best things about working at Avanade 

  • Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 80 hours per year for training and paid certifications)  
  • Real-time access to technical and skilled resources globally  
  • Dedicated career advisor to encourage your growth 
  • Engaged and helpful coworkers genuinely interested in you  


Find out more about some of our benefits here


A great place to work 

As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!

Together we do what matters. 

We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit our Inclusion & Diversity page. 


Create a future for our people that focuses on 

• Expanding your thinking   • Experimenting courageously   • Learning and pivoting 


Inspire greatness in our people by 

• Empowering every voice   • Encouraging boldness   • Celebrating progress  


Accelerate the impact of our people by 

• Amazing the client   • Prioritizing what matters    • Acting as one 


Learn more  

To learn more about Avanade client stories, check out the following case study: 

Interested in knowing what’s going on inside Avanade? Check out our blogs: 

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