About the Role:
As the Managed Services Lead you are responsible for the overall performance and growth of the Managed Services business across the Midwest region. You will work closely with Avanade area and regional leadership, sales leadership and other stakeholders to implement a sales and go-to-market strategy for driving Managed Services across the Midwest region, as well as help identify and shape new Managed Services sales opportunities. Focus will be driving our Managed Services sales within the Midwest region every day, both from an origination perspective as well as driving sale capture. In this role, you are the "face" of our Managed Services business both internally and externally, serving as point of contact for the Midwest region teams and the interlock between the Area and Global Managed Services teams.
Own the Midwest region Managed Services region sales target partnered with our region team.
Assist regional teams in developing and executing Managed Services go-to-market plans.
Manage metrics and sales targets, forecasting and sales pipeline analysis to support the sales targets.
Work across the Avanade sales lifecycle, including market and account planning.
Travel to meet with clients and support sales pursuits as dictated by the business and requested by the regional teams.
Bring Managed Services sales and insight data to our teams to help drive go-to-market strategy and sales focus areas.
For the larger strategic Managed Services opportunities, lead deal shaping, solution planning, and proposal making activities throughout all stages of the deal pursuit to capture the Managed Services sales.
Driving and integrating Managed Services into the region(s) sales and account plans.
Collaborate with account and sales teams to identify and market Managed Services opportunities and target Clients.
Account level planning with the region business development executives to originate sales, grow selected Managed Services accounts and secure revenue growth.
Engage directly with regional BDEs and sales teams to originate and capture Managed Services sales.
Develop and support effective regional relationships with partners, Accenture and Microsoft to develop the market for our Managed Services offering to help originate sales.
Collaborate with other Avanade leaders and offering leads on Managed Services market development and identifying offering opportunities that will establish a strong market presence and drive sales.
Effectively position Avanades Managed Services offerings, both internally and externally with our clients and partners, including evangelizing Avanades capabilities and value proposition.
by helping to drive Managed Services sales enablement through additional training and mentoring of regional team members.
Plan and execute continuous sales education and enablement for our Midwest region teams on Managed Services GTM, how we win, what we sell, key deal qualification criteria, etc. to better position our Managed Services offerings with our clients.
Track key Managed Services renewals and engaging early with the BD teams (grow account, pull forward renewals, increase value proposition, add innovation, etc.)
Work with our advisory & consulting teams to enable larger Managed Services deal capture.
Work with Avanade marketing to incorporate Managed Services into the sales campaigns.
Share client outcomes and market conditions with other stakeholders so that the global offering leads and Managed Services community can evolve strategies and develop innovative solutions for the future.
Passion, enthusiasm, and entrepreneurship in driving our Managed Services business. Demonstrated leadership track record in Managed Services sales and deal shaping acumen and developing and growing long term, high value client relationships. You bring energy to our clients and the various people you interact with daily and youre adept at communications, especially with influencing and negotiation capabilities that help you establish and grow our Managed Services sale opportunities with key clients. Internally, you enjoy advising leadership teams in the development, production, and promotion of our Managed Services sales and offerings to grow our Managed Services business.
In addition, your skills/experience should include:
Experience with sales principles and practices, including business development, marketing, and complex channel management.
Ability to effectively team with peers in a large, matrixed organizations, including significant experience with off-shore teams and delivery.
Experience delivering solutions for client organizations through complex solutions / projects with heavy client interaction.
Strong Managed Services background and preferably also a consulting / project-based background, which includes assessing and managing the qualification, value creation, sales capture and contracting of large scale, complex Managed Services projects.
You likely possess a Bachelor's degree in Business or technology-related field, or an equivalent combination of education and experience.
An advanced degree or MBA is strongly preferred, particularly technical (IT, engineering, or related). You likely have about 10 years of relevant sales, technology, and business leadership experience, including sales, solution selling, creation, delivery and business management, and more than 5 years of demonstrated people and/or business leadership experience, particularly within a consultancy company.
Your business leadership experience will likely encompass:
New Business Growth
Managed Services (or Outsourcing) selling and delivery experience.
Strong point of view on emerging trends in technology, Managed Services, Application Development - DevOps, Cloud Native Application, Microsoft Development platforms and Open Source Software, Cloud platforms like Azure, data analytics, containers, RPA and intelligent automation
Knowledge of Microsoft Products, Services and platforms.
Establishing a presence in a target market and in the minds of key clients through client interactions and executive presence.
Extensive interaction with C-level executives.
Business development, marketing, and complex channel management.
Excellent leadership and communication skills, especially strong influencing and negotiation capabilities.