Country:

Netherlands

Cities:

Utrecht

Area of expertise:

Innovation and Market Development

Job Description

  • Position Purpose

There is a company-wide focus within Avanade to grow our Managed Services business across all Regions globally, both from an Application and Infrastructure Managed Services standpoint.  In support of this strategy, Avanade is looking for candidates with Managed Services solutioning and deal shaping experience for a Solution Architect position. The role will include end-to-end deal support of managed services engagements including data gathering, analyzing, effort and cost estimating, deal shaping, proposal development, as well as assisting with contracting. This role requires strong customer facing skills to clearly articulate proposed solutions to Avanade’s customers. The role-holder will take a lead in providing sales support and solution configuration on large, complex Managed Services deals.


Years of Experience


Requires individuals who have led service transition or service delivery for at least 3 years, and/or have at least 3 years of developing managed services solutions for complex Managed Services contracts. 

  • 6-12 years of overall consulting delivery and sales experience.  Also preferred: Direct experience in similar roles with firms like Accenture, IBM Global Services, DXC, CSC, etc.
  • 5+ years people management experience
  • University degree required; Master’s degree preferred
  • Detailed knowledge of Managed Services service and delivery models, including global and distributed delivery models
  • Solution planning and deal shaping expert. Able to create compelling value proposition and leverage available assets and capabilities to craft the solution
  • Selling to senior customer leadership; leading negotiations or developing business Ts & Cs
  • Has led service introduction and/or service transition and has been responsible for ensuring entire deal delivered value as defined
  • Leading QA or playing major QA role for largest, most complex deals
  • The job holder will be an experienced pre-sales or delivery professional and will be able to demonstrate the following skills and capabilities:
  • Experience and understanding of Managed Services service constructs, able to define and evaluate solutions options and variants to realize a value based solution. Proficiency in Application and Cloud/Infrastructure Managed Services.
  • Comfortable working with estimating, costing and working with Finance and Sales Leads on pricing models. Demonstrates strong analytical skills, ability to analyse customer provided data 
  • Demonstrates a structured and considered approach to written and oral communication. Able to communicate potentially complex solutions to less technical people
  • Knowledge of Managed Services service contractual constructs, experienced in the development of contract schedules  
  • Proven ability to work within a team, contributing to the success of the team while making a personal contribution. Provides leadership when appropriate and capable of working effectively within a Matrixed organization 
  • Lead Solution Architect Certification – Required for Director and above
  • Proficiency with frameworks and process, ITIL, COBIT preferred

Key Responsibilities


The Managed Services Global Centre of Excellence Solution Architect will be accountable for developing Managed Services solutions, for specified new and existing customers within the region. This will entail discharging a wide range of responsibilities, including:


  • End-to-end responsibility for shaping large, complex Managed Services deals
  • Secure the required approval for variances from contracting standards by escalating issues to the proper executive level on a timely basis (i.e., before agreed upon with the customer
  • Work within a new business team to interpret customer defined or implied requirements against Avanade solution templates and delivery capabilities
  • Engage with customer stakeholders and other knowledgeable resources to validate service requirements, explore solution options and identify service integration requirements
  • Lead the definition of a Managed Services solution that meets the agreed requirements
  • Work closely with Avanade (global) delivery teams, including offshore delivery centers and third parties to realize service estimates in accordance with the Avanade Solutioning guide
  • Identify all service costs and populating cost models accurately to ensure a full visibility of costs related to establishing and delivering the service over the contract term
  • Create and document a Solution Plan and engage internal stakeholders as required to populate the Avanade ‘Deal Review System’ and support an internal sign-off (at regional, area and global levels) of costs and risk
  • Identify and mitigate solution risks.

  • Support the development of pricing and commercial strategies and commercial dialogue with customers

  • Support sales activity in presenting our solution approach and methods to customer stakeholder groups

  • Plan for and support service implementation, transition, and introduction activities

  • Establish and maintain effective working relationships with Avanade Market Unit and Business Development communities


Additionally, this person will be the Global Centre of Excellence Lead Solution Architect for Europe, helping to position, qualify and advise the regional teams on Managed Services opportunities.  He/she will also be responsible for helping to grow, mentor and develop the Managed Services Solution Architect capability across the various regions in Europe (as needed). 

Working location may vary; travel to customer locations will be required, including occasional travel to our global delivery centers.



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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.