Country:

Australia

Cities:

Canberra, Melbourne, Sydney

Area of expertise:

Sales

Job Description

The Alliance & Channel Manager is the primary interface between the local Avanade team and our Tier 1 & 2 Alliance partners.  The role drives programs to grow Avanade revenues through Partner Ecosystem and to add Avanade value to the alliance partners.  The role includes relationship building and evangelising Avanade to the alliance partner executives, Sales teams and Product Marketing teams.  Another key area will revolve around leveraging the Channel teams within our Alliance Partners to identify common customers to whom we can take joint offerings to market. 

You will develop and own Partner Ecosystem business plan, identify shared market opportunities, drive GTM programs, create sales enablement strategies, and create awareness and demand generation in collaboration with the Avanade’s Operating Groups & Marketing Units teams across Australia. 

 

EXPERIENCE 

  • Five to ten (5-10) years of solutions selling, channel, alliance and business development experience 

  • Bachelor’s degree qualified (a combination of education and experience will be considered) 

  • Preferred candidate will have experience working with Microsoft, BluePrism, Sitecore & Adobe 

  • Must have strong knowledge of resell business 

  • Must have excellent verbal and written communication skills 

  • Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter 

  • Ability to adapt to changes in roles and responsibilities 

 

DUTIES AND RESPONSIBILITIES 

  • Deliver on Sales and Revenue targets with key focus on net profitability 

  • Build and execute regional business and marketing plans around our Alliance Partners that are aligned with Avanade’s overall corporate direction 

  • Plan and manage go-to-market initiatives, as well as market and field sales enablement activities 

  • Maximizes ROI within the Alliance Partners and achieves appropriate partner alliances within Avanade, based on metrics and goals established quarterly 

  • Utilises a feedback mechanism to determine program success; tracks, measures and reports on success to the management 

  • Participates in Partner Quarterly Business Reviews (QBR) to present current state, financial and program history, future endeavours, and general information 

  • Performs other duties as assigned 

 

  • Partner Management: you will be required to maintain a close relationship with the Avanade/Accenture partner network. This includes: 

  • Understanding existing partner offerings 

  • Keep up to date on new partner offerings  

  • Attending vendor offerings and briefings  

  • Sell Avanade offerings through the vendor channel 

  • Working on partnering agreements with Avanade/Accenture 

 

  • Stakeholder management: work closely with Avanade and Accenture Stakeholders to sell the Alliance Value. This will include 

  • Working with Avanade/Accenture Sales Teams to sell into their accounts 

  • Working closely with the Accenture Alliances Team and supporting overflow work from Accenture 

  • Customer Management: Sell to Avanade/Accenture customers both directly indirectly through BD’s and ensuring all agreements are in place to resell to customers.  

 

  • Internal Marketing: Promote the Alliance Value proposition internally to the business through internal communications 

  • Newsletters 

  • Social Media Marketing   

  • Supporting workshops and events 

 

  • Operational Duties: 

  • Sales & Revenue forecasts on a weekly basis 

  • Performing day to day sales and pipeline management duties 

 


Apply now

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About Avanade

Avanade is the leading provider of innovative digital and cloud services, business solutions and design-led experiences on the Microsoft ecosystem. Our professionals bring bold, fresh thinking combined with technology, business and industry expertise to help make a genuine human impact on our clients, their customers and their employees. We are the power behind the Accenture Microsoft Business Group, helping companies to engage customers, empower employees, optimize operations and transform products, leveraging the Microsoft platform. Avanade has 50,000 professionals in 26 countries, bringing clients our best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.