Country:

United States

Cities:

New York City

Area of expertise:

Sales

Job Description

Microsoft Alliance Lead - Northeast

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 Microsoft Alliance Leader, you’ll be part of one of the most exciting partnerships in the industry.  You’ll be the “face of the partnership”, managing the Microsoft partnership across all aspects of the business – from stakeholder alignment and relationship management, from joint sales and go-to-market orchestration to field alignment and ongoing enablement. You’ll be responsible for executing the global alliance plan with Microsoft in North America to support our growth opportunities in all channels, you’ll act as a key strategic advisor to Area/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.


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: 

  • Sales – you bring a sales mindset and an entrepreneurial attitude, with a relentless focus on our joint clients  
  • Business – you are a go-to person for leadership, an influencer and trusted advisor, known for doing what you say you’ll do 
  • Strategic – you bring a cross-functional perspective and the foresight to anticipate decisions, problems, conflicts & opportunities 
  • 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
  • Relationship & political acumen – you build credibility and deep relationships internally & externally, you can negotiate and build consensus, and possess the empathy to drive to win/win solutions  
  • Results-focused – you have a bias for action, you aren’t a ‘reporter of the news’


Accountabilities 

  • Partner relationship owner for Northeast
  • Joint alliance regional plan execution  
  • Joint program/initiative orchestration


Responsibilities 

  • Lead alliance relationship in region, working closely with Avanade leadership, Microsoft and Accenture to drive execution of joint activities to support growth goals. Manage escalation resolution, executive alignment, scorecard across Area and regional execution.  
  • Collaborate with Microsoft & Avanade Leaders to execute ‘sell-with’ and joint go-to-market initiatives   
  • Manage Regional Joint Account targeting process – orchestrate attainment of joint account planning session and incremental pipeline
  • Support regional account planning sessions to influence, extend, and/or accelerate deal closure 
  • Develop and execute a coordinated enablement plan to drive partnership awareness
  • Manage Regional alliance operational rhythm of the business to accurately track and report impact of joint activities to regional growth
  • Serve as primary influencer to ensure effective demand generation activities to support regional sales strategy 
  • Act as part of Global Alliance Leadership Team to ensure close coordination, continuous communication related to Area requirements  
  • Support sellers where needed with pipeline creation, deal support & demand generation activities such as local events at Microsoft and Microsoft partner locations


Metrics & KPIs 

Carry Area Scorecard Targets:

  • Regional Partnership Health   
  • Pipeline impact 
  • Revenue metrics 


Preferred Experience

  • Bachelors or equivalent experience
  • 10+ years of relevant experience
  • Experienced, high-energy professional who has courage to lead our region into consistent growth YOY

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 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