Country:

Canada

Cities:

Montreal

Area of expertise:

Corporate Functions

Job Description

As part of our Global Solutions Area, in a highly strategic Eastern Canada Territory Executive role, you will be a key member of both the Canada and the North America Leadership Teams.


As the Eastern Canada Territory Executive, you will act as a strategy leader and business builder who will review, define, implement, and drive strategic sales and business leadership initiatives across our Eastern Canada Territory. You will leverage an innovative and entrepreneurial approach to achieve performance targets and establish Avanade as a leader in the market and as a #1 employer of choice.


You will provide expert guidance, support and oversight to all sales and related business activities and work towards a level of consistency and coordination in the design, execution, and efficiency of the territory sales.


You will transform and develop the existing sales capabilities, positioning Avanade as an innovator for customers and partners alike.   In a collaborative environment, you will work daily with the Regional Executives and Regional Sales Leads to achieve both strategic and operational targets for growth.  You will with focus on territory planning, pipeline development, complex channel management, strategic deal shaping, bid management and on-going sales effectiveness program implementation, as well as evolving and running the various reporting cadences. 


Leveraging a combination of hands on strategic deal and client relationship experience, you will lead key customers and deals as the Executive Sponsor and/or Deal Strategist and drive continuous value for the organizations’ top clients. You will lead and drive the territory sales community and act as the functional lead for sales professionals. Leveraging a collaborative negotiating style, you will effect change and drive results through diplomacy rather than formal authority.


Avanade is a global business with a high-performance culture; a strong understanding of working across cultures and driving and influencing for results in a matrix organization is important.


CANDIDATE PROFILE:

The ideal candidate will have extensive expertise borne of a technology services environment together with large-scale systems integration, consulting, or outsourcing. They will be a passionate, professional, and impactful sales leader with technology and solutions depth, accustomed to working in a complex environment with large technology and systems integration partners such as Microsoft and Accenture.  


They  will have strong leadership experience, be outcome-based and value-driven and focus on developing  the right team, achieving the envisioned cultural evolution, and bringing the transformational sponsorship needed to embed new ways of delivering value to clients across a complex landscape.


The Successful Candidate will have the Following Qualifications:

  • Executive level experience in growing and leading a large scale, highly profitable technology services business, preferably with multi-country scope. 

  • Experience working in roles with a global environment, across multiple territories and complex cultures.

  • Experience working with or inside the Microsoft and Accenture ecosystem.

  • Strong personal track record in selling and closing large complex deals, as well as Sales Leadership of senior sales professionals.

  • Proven track record operating as a player/coach – accountable for driving specific deals while also being a deal coach and mentor to pursuit teams across the territory.

  • Strong track record in complex channel and partner management.

  • Experience assessing and managing the opportunity and risk associated with large scale complex services/consulting engagements.

  • CxO impact and the ability to develop and grow long term, high value customer relationships at the Executive level.

  • Superior communication and personal leadership skills in a high growth, highly demanding 'best people' environment.

  • Demonstrates a high degree of integrity, credibility, resilience, and character.

  • Ready to embrace and innovate in the “new normal”.


In terms of the performance and personal competencies required for the position, we highlight the following:

Setting Strategy

  • The ability to create and articulate an inspiring vision for the areas you are directly responsible for.

  • 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 within the industry.

  • 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 and accountability in driving results.
  • Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
  • A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
  • A leader who is viewed by others as having a high degree of integrity and forethought in your approach to making decisions; the ability to act in a transparent and consistent manner, while always considering what is best for the organization.
  • A leader who is comfortable operating as a player/coach – personally driving a set of specific deals, but also acting as a coach and mentor to pursuit teams across Europe.
  • A leader who understands what it means to build and execute on sales capability programs needed today, while also knowing how to position these programs as the building blocks for the capabilities needed tomorrow.


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, which commands respect from followers.

  • A leader who is self-reflective and aware of your 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.

  • Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.

  • An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in your 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 your own personality and engages others to the greater purpose for the organization.


ACCOUNTABILITIES & METRICS

  • Eastern Canada overall Sales Targets

  • Eastern Canada overall Revenue Targets

  • Eastern Canada Sold CCI% Targets

  • Specific MU/Industry focused Sales Targets


BASIC QUALIFICATIONS/DESIRED EXPERIENCE:

  • Demonstrated Business Leadership experience within a consulting organization defining, securing, and delivering innovative solutions through project-based work.

  • A passion for driving business technology sales and leads through advisory.

  • Successful business development and revenue growth within a diverse customer portfolio while balancing complex channel management.

  • Demonstrated people leadership, “leading by influence” and effective peer teaming expertise in large, multinational organizations with globally distributed teams.

  • Experience with the decision-making process and policies involved in a large and highly complex matrixed organization.

  • Ability to achieve through influence and effective navigation of matrixed organizations. 

Apply now

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About Avanade

Avanade leads in providing innovative digital services, business solutions and design-led experiences for its clients, delivered through the power of people and the Microsoft ecosystem. Our professionals combine technology, business and industry expertise to build and deploy solutions to realize results for clients and their customers. Avanade has 29,000 digitally connected people across 23 countries, bringing clients the best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate. We welcome all, and seek talented individuals who can bring their whole self to work, build inclusive teams and encourage diversity inside and outside the organization. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.