Avanade Inc. Director, Regional Business Apps MU Lead in Hong Kong, China

Role Overview:

As a Director, Region Market Unit Lead, you are responsible for the overall performance and growth of a given Market Unit in your assigned geography. You develop Market Unit business strategy, oversee and deliver against sales and financial performance measures. You support quality for Market Unit offerings and solutions in your Region, mitigating future and resolving present quality and client delivery issues. You work closely with the regional execs and the Area Market Unit Lead to implement strategy for offering investments and grow the business.

You also support cross-Market Unit solutions and outcomes through your leadership in the assigned Region. You work directly with clients and in close partnership with the sales organization to drive offering success, supporting long-term health of the Market Unit and Avanade. Additionally, you partner with Talent Community Leads to focus on resource and skill needs, both present and future, to ensure the organization is ready for and adapting to market changes.

Key Role Responsibilities:

Day-to-day you will work in a variety of areas:

Business & Commercial:

  • Define Market Unit strategy for assigned geography; align to Global/Area Market Unit strategy to ensure positive organizational results as determined by the Global Lead.

  • Partner with peers in other geographies and with the Area-level Region Market Unit Lead to help establish the strategy and operations plans

  • Support business development through all stages of the DEEPR deal pursuit process; review and approve deals and ROMs at the assigned geo-level

  • Manage budget against assigned Area/Region metrics; provide forecasting and sales pipeline analysis to support processes

  • Support decisions on investments within the Market Unit to help grow the offering and practice

  • Manage resource escalations for market unit project to maintain effective business operations and project outcomes

  • Partner with Regional Capability Lead on MU workforce strategy to ensure right supply of skills and people to support the MU needs, balancing supply vs demand timing and optimal GDN participation

  • Effectively positions Market Unit and cross-Market Unit offerings within the Regional sales channel

  • Develops strong, effective relationships with peer Market Unit Leads to develop winning strategies and engage in joint sales pursuits

Solution & Delivery:

  • Lead solution planning and design efforts across teams and workstreams to deliver value for clients (chargeability may vary by geo)

  • Manage effective delivery of Market Unit work to clients, ensuring adherence to Avanade methodologies to meet Avanade and client financial expectations; collaborate with DM leads to surface delivery issues and estimate EAC outcomes

  • Become a direct partner to clients, particularly at executive level, ensuring they receive required engagement value and supporting future sales pipeline

  • Ensure strong client satisfaction and appropriate follow-up to client satisfaction survey results; enable and ensure lighthouse success stories throughout project offerings

  • Maximize involvement of GDN in solution planning and ensures that deal is shaped to optimize leverage of GDN

People & Organization:

  • Support Market Unit personnel activities, including hiring, staffing, skills forecasting and career development

  • Implement practices and discipline to manage employee utilization

  • Manage chargeability targets for the geo, developing strategies to deliver targets

  • Partner with Regional Executive(s) to determine priorities for staff positioning on client projects, business development activities and internal investments initiatives

  • Partner with regional Capability lead to ensure Avanade has the skills and people to support the Market Unit

Qualifications

Key Role Skill & Capability Requirements:

Qualifications:

Business Leadership Experience

  • Experience helping grow a technology services line of business through strategy and sales contribution

  • Experience establishing a presence in the target market and in the minds of key clients through client interactions and executive presence

  • 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

  • Excellent leadership and communication skills, especially strong influencing and negotiation capabilities

  • Track record in developing and growing long term, high value client relationships

Consulting & Delivery Experience

  • Experience delivering solutions for client organizations through complex solutions / projects with heavy client interaction

  • Strong consulting / project-based background, including assessing and managing the opportunity and risk associated with large scale, complex projects

  • Ability to guide and direct leadership teams in development, production, and promotion of solution offerings

  • Significant experience with off-shore teams and delivery

  • Deep technical expertise in domains relevant to Market Unit solution portfolio

Preferred Certifications:

The following internal certifications are considered required for internal candidates: SISA or AOSA, SIDL. Other Microsoft and Project-management certifications (e.g., PMP, PRINCE2, PMI) are considered valuable.

Preferred Education Background:

You likely possess a Bachelor's degree in Business or technology-related field (requied), or have an equivalent combination of education and experience. An advanced degree or MBA is strongly preferred, particularly technical (IT, engineering, or related).

Preferred Years of Work Experience:

You likely have about 10+ years' relevant technology business leadership experience, including solution sales, creation, delivery and business management.

Preferred Years of Management Experience:

4+ years of demonstrated people and/or business leadership experience, particularly leading consultants

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.

  • Complexity: Highly complex problems, often requiring analysis of near-intangible factors, creative solutioning, and significant networking to succeed.

  • Discretion: Authority to establish standards and shift overall direction of projects and programs in response to functional strategy.

  • Leadership Stakes: Failure likely to cause business unit to fail annual objectives.

  • 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:

Accountable For Region's:

  • Offering Portfolio Sales and Revenue Growth

  • Customer Satisfaction

  • Delivered CCI (individual engagements and the portfolio)

  • Cost-to-Serve per Engagement and MU portfolio (our competitiveness in the market)

Invested In:

  • EAC Changes (delivery accountability)

  • Voluntary and Managed Attrition

  • Skill and Capability Readiness

Requisition ID - 55778

Avanade is the leading provider of innovative digital and cloud-enabling services, business solutions and design-led experiences, delivered through the power of people and the Microsoft ecosystem. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation and has 30,000 professionals in 24 countries. Visit us at www.avanade.com.

Category: Business Leadership

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