Area of expertise:

Business Operations

Job Description

Regional Sales Operations & Excellence Lead

There is one in every group - the person who dreams big and has the motivation to bring their ideas to life, even as others might roll their eyes and prefer to play it safe. Are you that person? One who isn’t afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working. Because we are building teams of people like that to help our clients unlock the power they need now and own what is next!

 We are breaking apart the traditional process of setting strategies and goals first, then finding technologies to achieve them. In the digital age, there is no time for that linear process. We partner with clients to accelerate value from digital innovation by being daring, imaginative, and fast. We believe big and deliver personally. We relentlessly challenge, encourage, and support our clients and each other!

 Here you will find a team of people who thrive with turning ideas and innovations into breakthrough results for leading organizations around the world. Ultimately, we are not just making business better - We are making life better for our clients and their customers.

Role Overview:

As a Sales Operations Group Manager, you are responsible for sales forecasting and pipeline health management. You assist with sales process support and month-end and quarter-end deal closure coordination.

Key Role Skill & Capability Requirements:

Strong data analysis skills and attention to detail Data presentation skills i.e. production of actionable business digestible summaries and insights people skills i.e. ability to relate to and support sellers Microsoft CRM, Excel & PowerPoint Working with offshore teams.

  • Opportunity to manage multi $m portfolio growing at strong double digits
  • Opportunity to drive evolution of sales operations
  • Strong partner to the Regional Sales Lead, with dual functional reporting line into the Area sales operations lead and Regional operations lead

Responsibilities & Essential functions

  • Own the pipeline, sales forecasting and opportunity close processes for a multi-million $ portfolio across the entire Region.
  •  Deliver improvements to the mid and long-term visibility of sales performance outlook through the implementation of best practice, improved integration of teams, tools and processes, and forward-looking analytics
  • Deliver regular, innovative and forward-looking insights to the Region Sales & Executive Leadership on sales performance & outlook, sales productivity, cost of sale, client portfolio performance, sales headcount, and sales planning.
  • Act on behalf of the Region Sales Lead on key matters relating to sales; own and drive the Rhythm of Business cadence for sales.
  • Support the Regional Sales Lead with the annual sales budgeting, account planning and territories and quota planning process.
  • Shape and drive the territory assignment, sales force deployments and quotas process – in line with key market opportunities and growth potential.
  • Support the Region Sales & Executive Leadership in shaping the overall sales strategy, segmentation and targeting through the application of data-driven insights and analytics
  • Partner closely with other functional areas and members of the Region Sales & Leadership Team to identify and target profitable growth opportunities.
  • Accountable for the E2E Deal Management processes for the Region and ensuring compliance to internal policies. Work closely with shared service functions to execute processes to quality and SLAs
  • Manage the Regional Sales Operations function and team across the Region - including functions delivered from our shared service centres offshore.
  • Identify and implement operational improvements across both the Deal Management and Sales Operations functions.
  • Partner with Sales Operations leaders across the business to re-imagine the sales ops function to ensure it is focused on high-value activities and is a desirable career path for individuals.
  • Elevate the discipline of Sales Operations and Sales Excellence in the organization by establishing close relationships with other functional leaders. Cultivate strong and mutually respected relationships across the organization and partner with the Regional Sales Leadership Team to solve complex problems and identify productivity improvement opportunities.
  • Act as change agent for sales and sales ops initiatives.
  • Drive a culture of continuous innovation and globally consistent standards.


Analytical Mindset

·       The ability to logically analyse data and present relevant business insights and recommendations in a condensed and impactful way to leadership.

  • Sophisticated understanding of sales or business performance metrics and KPIs.
  • Expert at executing data analysis with Excel and ideally PowerBI.

Shaping Strategy

·       The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.

·       An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries.

·       The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.

Executing for Results

·       The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.

·       Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.

·       A leader who is viewed by others as having a high degree of integrity and thoughtful in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.

Leading Teams

·       The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.

·       The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards.

·       A leader who is self-reflective, growth minded and aware of his/her own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.

Relationships and Influence

·       Naturally connects and builds strong relationships with Executive stakeholders, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.

·       An ability to inspire trust in others through compelling influence, passion in his/her beliefs, and active drive.

·       Encourages others to share the spotlight and visibly celebrates and supports the success of the team.

·       Creates a sense of purpose/meaning for the team that generates followership beyond his/her own personality and engages others to the greater purpose for the organization as a whole.

Qualifications & requirements

  • 10+ years progressive business experience
  • Past experience in leading sales operations and excellence or similar functions such as revenue operations, GTM operations, or sales strategy & operations.
  • Mix of sales, management consulting and operational leadership experience strongly preferred.
  • Bachelor’s Degree required. Degrees with a concentration in statistics, data science, operations research, finance, or economics preferred but not required.
  • Ability to deconstruct complex problems, identify the most impactful levers, and prioritize efforts in addressing them.
  • Highly analytical, strategic, and comfortable with ambiguity.
  • Native Japanese speaker
  • Advanced level English preferred.

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