Avanade Inc. Microsoft Channels Lead and Alliance Manager - Midwest in Chicago, Illinois
Microsoft Client Lead and Alliance Management Director
As an Alliance Management Director, you will be responsible for developing, enabling, and executing the Accenture alliance strategy and go-to-market initiatives with Microsoft in their Region. You will also be accountable for growing Avanade through the Accenture "channel", Microsoft "channel", Alliance Revenues, and Partner investments. You will also enable and enhance our sales channels by supporting a specific set of jointly agreed campaigns in the Region, leveraging global and local assets, capabilities, and investments, and contributing to the incremental growth of Microsoft-related services business.
Additionally, as an Alliance Management Director, you will be an integral part of the local Accenture organization with a mandate from the local Accenture leadership to represent Accenture within the context of the relationship with Microsoft. You will be an integral part of the local Avanade leadership team with a mandate from the local Avanade leadership to represent and promote Avanade both within Accenture and within Microsoft.
Key Role Responsibilities:
Day-to-day you will:
Implement a regional alliance governance and operating model and actively develop relationships between all levels of leadership from Microsoft, Accenture, and Avanade:
Governance and Relationship Management:
-Leadership Alignment - establish and maintain executive sponsors from within Microsoft, Accenture, and Avanade, organizing regular business reviews to ensure strategic alignment and commitment
-Operational Alignment - organize regular business reviews for operational alignment (top opportunities, initiatives, account plans, issue escalation, etc.) including monthly business reviews with Avanade leadership, key accounts, and sales teams
-Field Engagement - develop relationships with line of business stakeholders by: establishing champions/advocates for the alliance in key focus areas (Industries/Market Units); increasing the penetration of Microsoft technology and Accenture/Avanade involvement industry/technology offerings and go-to-market activities; maintaining relations with marketing contacts as well as with key contacts in the areas of capability development and training
-Agreements - establish and operationalize global and local alliance agreements, as required, including teaming agreements, go-to-market agreements, and other 3rd party agreements
You will also work to establish and execute local business plans to operationalize joint go-to-market initiatives designed to accelerate the growth of our services business:
-Market and Account Intelligence - develop an understanding of the services opportunity within the local market around Microsoft; maintain a clear understanding of Microsoft's strategy, roadmap, sales priorities (e.g., EPG Scorecard) and marketing plans; assist client account teams in collating relevant intelligence on key accounts, e.g., status of Microsoft software license agreements
-Solutions - develop an understanding of the solutions and offerings that are available within the Alliance for supporting market and business development activities: Avanade solutions and services and Accenture industry solutions on Microsoft platforms (including Accenture Software); establish and maintain a network of global and local subject matter experts on priority solutions with whom to work on local promotion activities
-Account Planning - work with local client account teams from Microsoft, Accenture, and Avanade to develop, for a set of agreed target accounts, joint account plans; facilitate opportunity development and the execution of agreed sales campaigns within these accounts
-Campaigns - works with local and global executive sponsors and stakeholders (Industry & TC/MU/geo) to approve and execute joint go-to-market plans including: sales targets (accounts, objectives); lead generation plans (e.g., executive briefings); offering development plans (wedge offerings, sales decks, demos); sales enablement (briefing sessions, newsletters); collaterals (brochures, case studies, articles); capability development plans (training & certification); 'Partner Solution Plan'(respective commitments / responsibilities of each party including metrics, goals, investments)
-Investment Management - attract and ensure the effective leverage of global and local Microsoft Investment Funds (including Marketing Investment Funds, Business Investment Funds, Solution Incentive Programs) as well as other 3rd party vendor investment funds to help support market, business, offering and capability development activities within Avanade and Accenture.
-Market Recognition - help to increase market recognition for Avanade, the differentiated nature of the Alliance and the business value for customers, through public recognition of Avanade and Accenture by Microsoft, e.g., Partner of the Year Awards, preferred partner status / certification, brand promotion in public/customer event, joint public case studies, etc.
Additionally, as an Alliance Management Director, you will work in very close collaboration with the Microsoft, Accenture, and Avanade sales organizations to identify new opportunities and drive the effective leverage of alliance capabilities throughout the business development process in order to win key deals:
-Joint Pipeline Management - conduct regular pipeline reviews with Microsoft, Avanade, and Accenture Alliance Revenues - collaborate with Accenture Alliance Sales Directors to identify, shape and complete resale opportunities.
-Capability Development and Readiness- ensure that we take advantage of opportunities provided by Microsoft (and other alliance partners) to recruit, train and certify personnel and, more generally, enhance our business development and delivery capabilities.
-Alliances Operations - be accountable for the regional alliance metrics and targets, for compliance with alliance agreements, for the quality of the data used for alliance reporting, and for collaborating proactively with other members of the global alliance organization: accountable for defining and obtaining local executive commitment for alliance targets across the key alliance metrics Ensuring Accenture/Avanade compliance with Alliance agreements
Key Role Skill & Capability Requirements:
Your technical and non-technical skills may include:
Required Technical Skills:
-Deep analytical/problem solving skills, enabling comprehension and development of complex business and technical issues, topics, solutions, and plans
-Knowledge and understanding of technology trends, industry participants and leaders, and their impact on organizations and enterprises, including the areas of Consumerization of IT, Analytics, Cloud, Mobility, and Social Computing
-Demonstrated mastery of the Microsoft platform including .NET, Office, SharePoint, and Dynamics, on-site and in-the-cloud (e.g., Office 365 and Azure)
Required Non-Technical Skills:
-Deep understanding of Accenture's and Microsoft's respective businesses and organizations
-Strong inter-personal relationship skills and an ability to interact, be credible, facilitate discussions and drive outcomes and commitments at the C level (with Accenture, Microsoft and Avanade Leadership)
-Excellent oral and written communication and presentation skills in English
-Proven experience successfully articulating complex business and technical concepts to both senior level executives and more junior employees
-Ability to provide thought-leadership and business strategy acumen around technology innovation and the translation of technology innovation into business innovation and results
-Ability to manage multiple opportunities, projects, and partners concurrently
Strongly Preferred Skills:
-Experience selling outsourcing / managed services deals and/or other large-scale engagements that include significant offshore delivery.
-Experience leveraging offshore resources in deal pursuits.
Preferred Education Background: You likely possess a Bachelor's degree in Computer Science, Computer Engineering, MIS, a related field, or an equivalent combination of education an experience.
Preferred Years of Work Experience: You likely have 7+ years of experience working with SIs and Software Vendors, ideally including in a Business Development capacity.
Preferred Years of Management Experience: 5+ years
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