Area of expertise:

Corporate Functions

Job Description

In a highly visible leadership role, the Western Canada Territory Executive is responsible for driving overall customer sales, satisfaction, revenue, delivery, and people leadership for all Accenture strategic/key (in-direct and direct customers) in four provinces in Western Canada: ManitobaSaskatchewan, Alberta, and British Columbia.  As the Executive for Western Canada, you are the contact for all key customers as well as the local Accenture Leadership as it relates to customer and executive relations, and project performance within the designated Territory. You will be responsible for executing and signing Statements of Work with the support of Finance and Delivery in the deal review process.  You will be viewed as the business and people owner of a specific Territory within North America, in this case Western Canada.  

As a thought leader, you will transform and develop the existing capabilities, positioning Avanade as an innovator for customers and partners alike.

Customer Account Management 

  • Responsible for working on Direct client’s pursuits or Partnering with Accenture to guide BDEs and Customer Executives to establish customer expectations during the sales process that align with the estimates, pricing, proposal and contract that promote successful delivery and ultimate customer satisfaction
  • Responsible to be Client Executive Sponsor (senior point of escalation within Avanade) for major accounts.  This responsibility also includes maintaining executive and program governance through client executive meetings and attending client steering committee meetings
  • Partner with Accenture and Microsoft Field Executives to build strong relationships, link sales teams and close business opportunities.  Note this will require a significant understanding of the Energy Industry given approximately 70% of the anticipated work in FY21 will be in that industry
  • Team with Sales, Delivery, Service Line, and Americas Global Delivery Network to build strong customer relationships
  • Lead in the development and execution of an annual formal account plan and quarterly account reviews of all strategic/key accounts
  • Assist the Marketing team in developing and executing plans for brand development, customer referrals, market awareness and market positioning for strategic/key customers


Operations Management

  • Institute process to deliver quality written and oral presentations with opportunity pursuit teams
  • Establish operating policies and procedures consistent with Avanade's business strategies, policies, and objectives and ensure their execution, in compliance with the laws governing business operations


People & Organization

  • Build and manage an employee organization (structure and roles) that is relevant to the current market environment and sustainable so that future customer needs can be met
  • Develop and implement procedures to promote and support appropriate and efficient communication and information flow between Territory and all area functions
  • Develop the Territory so that skills and capabilities best serve the Territory’s needs and operational standards
  • Set direction for training programs to ensure training and development goals are met
  • Promote continuous knowledge sharing and re-use of best practices across the Territory and Global organization
  • Key Measurements Include:
    • Voluntary and Managed Attrition
    • Employee retention for all people deployed to their Territory
    • Year over Year employee Pulse Survey Scores (Employee Engagement Index)


Technical and Functional

  • Significant experience working with clients and Accenture leadership dedicated to the Energy Industry
  • Deep understanding of ROI approaches and very comfortable with balancing decisions both externally and internally
  • Executive Relationship and Account Sponsorship development skills including business acumen, navigating political structure, etc.
  • Proven ability to discuss concepts of value and knowledge from a customer viewpoint
  • Ability to spot, manage and escalate challenging problems/issues with the customer and within Avanade
  • Relates effectively and confidently with Customer C-level Executives by listening and empathizing within the context of both business and technology
  • Superior estimating and planning skills as it applies to projects and development methodologies


Professional Skills

  • Superior written and verbal communication skills
  • Excellent interpersonal skills
  • Excellent presentation skills
  • Deep background in sales and delivery methodologies
  • Solid understanding of enterprise service solutions
  • Solid understanding of the concepts of Microsoft technologies


People & Leadership Skills

  • Demonstrated managerial and leadership experience (leader of organizations of 100+ people)
  • Excellent personal leadership skills in front of our people and clients
  • Strong coaching and mentoring skills - must be able to identify and nurture talent and help build future leaders
  • Demonstrated ability to create leadership and technical capability within the Territory
  • Significant executive presence
  • Comfortable leading a team within a Matrixed organization
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