Country : United States
Boston, New York City, Newark, Philadelphia
Area of expertise : Sales
Region / Title : Northeast, Direct Sales Leader
Talent Community : Sales
Role Family : Sales Management
Reports to : Northeast Regional Executive & Northeast Indirect Sales Manager
Location : NYC, NJ, CT, Northern DC, Boston, Philadelphia
ABOUT THE ROLE
The Northeast Regional Direct Sales Leader will be a member of the Northeast Regional Leadership Team and lead regional Direct sales to positive business outcomes.
Avanade is a global business with a high-performance culture; a strong understanding of working across cultures and driving and influencing for results in a matrix organization is important.
In a collaborative and highly matrixed environment, with varying stakeholders, they will partner with the North America and Global Heads of Sales to ensure that Avanade’s largest region is ideally positioned for success over the long term.
This leader will transform and develop the existing Direct sales capabilities to position Avanade as an innovator and industry leader for customers and partners alike.
Over a team of experienced regional sales professionals, you will provide expert guidance, support and oversight to the end to end sales lifecycle, and drive a methodical approach to leadership and process providing consistency and coordination in the design, execution, and efficiency of the Direct selling teams.
You will lead and drive with a collaborative approach to all endeavors specifically negotiating, with the ability to effect change and drive results through diplomacy & influence.
As a born leader of people, an entrepreneur at heart and a strategic big picture thinker , creativity and agility in origination have been a cornerstone to your success.
You bring this approach with you and your team help clients navigate the new normal , both for Avanade and its clients and Microsoft partner ecosystem
You will strive to deliver with excellence and bring a client centric approach on strategic deals and client relationship experiences and value all of those around you! Your high level competencies include :
The ability to create and articulate an inspiring vision for the Direct Sellers in the Region you are directly responsible for.
The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.
The ability to effectively balance the desire / need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.
Executing for Results
The ability to set clear and challenging goals while committing the organization to improved performance, tenacious and accountable in driving results.
Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
someone who takes smart risks.
the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.
A leader who understands what it means to build and execute on sales capability programs needed today, while also knowing how to position these programs as the building blocks for the capabilities needed tomorrow.
widely viewed as a strong developer of others.
The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.
A leader who is self-reflective and aware of your own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.
Relationships and Influence
Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
An ability to inspire trust and 'followership' in others through compelling influence, powerful charisma, passion in your beliefs, active drive and collaboration
Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
Creates a sense of purpose / meaning for the team that generates followership beyond your own personality and engages others to the greater purpose for the organization as a whole.
ACCOUNTABILITIES & METRICS
Northeast Region overall Direct Sales targets
Specific Solution Area (formerly called Market Units) Direct sales targets
Industry focused Direct sales targets
YOUR REQUIRED EXPERIENCE & ABILITIES
Evidence of proven business (sales) results over multiple review cycles within a highly matrixed technology / professional services environment together with large-scale systems integration, consulting or outsourcing.
Hands on , passionate, professional and impactful sales leader with technology and solutions depth. Accustomed to working in a complex environment with large technology and systems integration partners, of course most heavily with MICROSOFT
Territory planning, pipeline development, complex channel management, strategic deal shaping, bid management, on-going sales effectiveness program implementation, and various sales reporting cadences
Strong personal track record in selling and closing large complex deals
He / she brings a strong track record in complex channel and partner management with the ability to show measurable results
Experience in assessing and managing the opportunity and risk associated with large scale complex services / consulting engagements and the ability to develop and grow long term, high value customer relationships at CXO level.
Deep Affinity and experience in the Microsoft Ecosystem!
PREFERRED EDUCATION BACKGROUND
Degree in Business, Computer Science, Management Information Systems or related field. Advanced Degrees are always respected and welcomed
Avanade is the leading provider of innovative digital and cloud services, business solutions and design-led experiences delivered through the power of people and the Microsoft ecosystem.
Our professionals bring bold, fresh thinking combined with technology, business and industry expertise to help fuel transformation and growth for our clients and their customers.
Avanade has 30,000 digitally connected people across 24 countries, bringing clients the best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate.
At Avanade, we are committed to a diverse and inclusive workplace where our people can be the best at what they do. We are proud be among leading organizations who are taking a stand for gender equity, both in and outside the workplace.
This includes teaming with like-minded partners who are as passionate as we are about strengthening the role of women in the workplace, including Women in Technology International, Anita Borg Institute and Catalyst.
Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation.