US West Regional Executive
As an North America Region Executive, you are responsible for driving overall Sales, Satisfaction, Revenue, Profitability, Cost of Poor Quality, Investment strategy/expenditure, and Marketing strategy for your respective Region. This role will also be responsible for successfully executing Avanade's business strategy, providing leadership, and operational management oversight for Avanade's operations across your respective region, providing people leadership and talent development across teams and organizations.
Key Role Responsibilities:
Day-to-day you will drive the following:
Customer & Solutions:
- Set strategy to develop a balanced portfolio of business between our direct and indirect clients.
- Provide support and guidance to client portfolio teams in identifying high priority client segments and sales strategies.
- Institute processes to deliver quality written and oral presentations with engagement team.
- Partner with Accenture and Microsoft Global, Area, and Industry leadership to develop the alliance and to identify and close business opportunities, serving as executive sponsor for assigned region.
- Ensure strong customer satisfaction and appropriate follow-up to customer satisfaction survey results.
- Increase awareness and positioning of Avanade brand and solutions (with support of the marketing function) with the aim to generate qualified business opportunities.
- Develop an annual formal account plan and quarterly account reviews of all strategic/key accounts.
Business & Commercial:
-Provide vision, strategic leadership, and operational guidance to region
-Partner with cross-functional teams to set region strategy, including sales, delivery and customer satisfaction strategies, with support of the leadership team to achieve goals.
-Enable account teams to execute on the strategy in their markets.
-Manage P&L to meet and exceed overall region revenue and income targets; evaluate operational results and provide forecasting and sales pipeline analysis to support region / area / global processes.
-Establish operating policies and procedures consistent with Avanade's business strategies, policies, and objectives; ensure operations are carried out in compliance with these and relevant legal frameworks.
People & Organization:
-Provide leadership, organizational vision, and inspiration to the region through clear communication and execution of strategy and goals.
-Build and manage an employee organization (structure, Talent Community, Market Unit and role alignment) that is relevant to the current market environment.
-Support leadership by ensuring the region is integrated within the Area/Global organization.
-Support people management processes (e.g., staffing, succession planning, training strategy), and ensure the demands of the business are balanced with a positive and constructive employee environment.
-Develop and execute procedures to promote and support efficient, useful communication and information flow between region and all Area/Global functions
-Manage team of senior Client Executives with responsibility for customer portfolios
Key Role Skill & Capability Requirements:
Your technical and non-technical skills include:
-Executive level experience in growing and leading a large scale, profitable technology services business, preferably within an international environment.
-Strong track record in developing and managing organization's operations to meet business objectives and strategies.
-Professional sales management experience (e.g., business development, marketing, managing a client portfolio, complex channel management, etc.)
-Ability to manage P&L to meet and exceed overall region revenue and net income targets.
-Superior communication and presentation skills.
-Understanding of sales and delivery methodologies
-Solid understanding of enterprise service solutions, especially Microsoft technologies
-Professional experience in consulting/project-based environments, assessing and managing the opportunity and risk associated with large scale initiatives ($50M+ USD)
-Demonstrated managerial and leadership experience (leader of organizations of 100+ people).
-Strong coaching and mentoring skills - must be able to identify and nurture talent and help build future leaders.
-Strong technology and solutions knowledge of the Microsoft product line and software development preferred.
-Ability to guide and direct leadership teams in development, production, and promotion of solution offerings.
-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 client viewpoint.
-Ability to spot, manage, and escalate challenging problems/issues with the client and within Avanade
-Superior estimating and planning skills as it applies to projects and development methodologies. Understanding of Avanade's parents environment.
-Demonstrates a high degree of integrity, credibility, and character. Must be able to travel 60-80%.
Preferred Education Background:
University degree required; advanced degree preferred
Preferred Years of Work Experience:
You likely have at least 8+ years of proven successful project/program management expertise, sales and business development leadership, and have a proven record of achievement in related positions.
Scope of Work:
Nature of Work: Collaboratively sets strategic objectives with other leaders, and other managers as they deliver against strategic plans; monitors operational effectiveness, and intervenes to increase likelihood of success.
Scope of Work: Translates high-level strategy into more localized strategy and operational objectives for large-scale and strategically-critical workstreams.
Complexity: Highly complex problems, often requiring analysis of near-intangible factors, creative solutioning, and significant networking to succeed. Significant integration of work efforts and inputs are required.
Discretion: Authority to establish standards and shift overall direction of projects and programs in response to functional strategy.
Leadership Stakes: Failure likely to have longer-term impact on business operations / success.
Scope of Financials: Owns a portion of budget within a given business unit (e.g., org. function, geography, Market Unit, etc.) and may allocate some budget to more junior leaders.
Supervision Received: Operates with extreme latitude in determining focus and approach to work objectives.
Knowledge Applied: Applies expert knowledge of a learned professional occupation / discipline and demonstrable, broad knowledge of business operations and organizational strategy.
Accountabilities & Metrics:
Business and Commercial: Revenue, Gross Margin, Market Share growth, Cost of Poor Quality (CoPQ) and Benefit of Good Quality (BoGQ), Sales and Marketing Spend.
People & Organization: Voluntary and Managed Attrition, Employee retention for all people deployed to their region. Year over Year Employee Pulse Survey Scores (Employee Engagement Index)
Client & Solutions: Client Satisfaction, Client satisfaction surveys and Secured Client Index (SCI) Territory CI
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