\\nJob Description

The Technology, Avanade X, and Advisory Business Groups (BG) are Avanade\\\'s growth engines and are responsible for developing market relevant capabilities and solutions to help clients resolve critical business and technology issues.

The newly established Integrated Go-To-Market (IGTM) function brings the full breadth of Avanade\\\'s propositions, offerings, and capabilities to life for our clients. The IGTM function will help us capture target market opportunities, address critical client business issues, and integrate the best of Avanade. It will create value for Avanade\\\'s clients through innovation for industry-aligned, outcome-focused, insight-led solutions. It will empower Avanade\\\'s people to deliver market-leading solutions and enhance their careers through a culture of collaboration. The IGTM model will advance our distinct partner ecosystem to further scale our collective market opportunities, leadership positions and influence in the market.

The scope of the IGTM function includes our Global Lines of Business, Global Industry Leads, Partner Ecosystem & Alliances, and Integrated Centre of Excellence (ICOE), Managed Services, and the connection into the ATC to ensure our strategies, solutions, and delivery drive significant business value.

IGTM has three enduring imperatives propelling our A2025 transformation:

• Getting closer to clients, building industry-led, outcome-driven relevance and providing innovative ideas that guide them through transformation.
• Leading in our chosen markets, strengthening our reputation and influence as the number one Microsoft services partner.
• Attracting, inspiring and keeping the best people by providing distinctive experiences, limitless learning and ambitious growth

Role Overview

The Region Integrated Go-to-Market (IGTM) Lead is responsible for the end-to end Integrated Go-to-Market (IGTM) function in the region. This role is responsible for defining and executing target market capture strategies that deliver significant revenue growth in the region. They will partner with Global, Area and Region leadership in Avanade as well as Accenture and Microsoft to define and execute the growth strategy for the Lines of Business (LOB) and Plays in region. This role is client-facing in support of driving IGTM sales and value for our clients.

This role may also act as a Region Line of Business Lead or Play Squad Lead based on the size and maturity of the market opportunity in the region.

The initial focus for the Region IGTM Lead will be on establishing, proving, and industrializing the function in the region working with Global and Area IGTM Leads, Regional Leadership, Lines of Business Teams, Business Groups, regional Sales, Client Groups, and Play Squads.

This role operates at the most senior level within the region and within a complex matrixed environment. This role reports directly to the Region General Manager and has a dotted line reporting relationship to the Area IGTM. It requires collaborating with clients, Accenture, partners (including Microsoft), market leaders and other peers to be successful.

This is a regional leadership position and as such, in addition to its business accountabilities, is equally expected to demonstrate and model Avanade\\\'s values, principles, habits, and behaviours.

Key Accountabilities

Lines of Business (LOB) and Play Growth

• Identify the region\\\'s portfolio of plays in partnership with Client Groups, Sales Business Groups, Solution Areas, and Practice Leadership
• Develop and drive the implementation of plans to scale plays within the region working closely with Business Groups to establish Play Squads
• Provide strategic direction to the Play Squads and Region LOB teams that are responsible for contextualizing the Plays to the local market, designing region market opportunity capture and implementation strategies.
• Drive the achievement of region LOB KPIs and report performance to the Region General Manager and Area IGTM Lead
• Provide strategic leadership, support, thought leadership, and/or guidance on IGTM region pursuits and/or must-win deals.
• Collaborate with Sales and Client Groups on large/strategically important IGTM client deals in the region. Play an active role in qualification and expansion of strategic opportunities.
• Partner with BGs and Practices to pursue and deliver integrated client opportunities.
• Champion and lead change within the Region IGTM organization to achieve Avanade priorities.

Partner Ecosystem & Alliances

• Partner with the region Partner Ecosystem and Alliances Leads that are responsible for leading and managing multi-year go-to-market strategies with Microsoft, and third-party organizations.

Managed Services

• Partner with Region Managed Services GTM leadership to ensure that managed service strategies, campaigns, sales motions, capabilities, and services are aligned with LOB and Client Group needs.
• Industry
• Guide the creation of region industry strategies and capability development plans in partnership with Client Groups and Business Groups leadership.
• Ensure that industry insight is embedded in LOBs and plays within the region to help extend the client buyer network and deepen industry expertise.
• Work with Client Groups and region Marketing to orchestrate industry campaigns that enhance Avanade\\\'s market reputation and demand for IGTM services.
• Foster the connection to, and leverage of Accenture/Microsoft\\\'s industry strategies to enable and accelerate Avanade\\\'s growth and share within our chosen industry sectors within the Region.

People & Culture

• Provide direction for teams focused on IGTM and Plays in partnership with region stakeholders.
• Drive greater integration of our GTM motions and cross-BG and cross SA solutions for our clients.

Key Performance Indicators

Owned KPIs:

• Sales and Revenue targets for the LOB (composed of the sum of the Plays).
• Repeatability.
• Cross-BG (% of BG total revenue

X). * Capture/attainment of target market share.

• Market utilization (LOB teams, COE).
• Sales growth in prioritized industries.
• Partner sales target.

Shared KPIs:

• Channel mix target.
• Cost of sale.
• Industry sales tracking.
• Sold CCI.
• Sales Mix (LOB, BG, SA).
• BG sales and revenue targets.
• SA sales and revenue targets.
• % Growth in New Business.
• Target market strategy.
• Design and execution of Avanade strategic priorities.
• A2025 program delivery measurements.

Competencies

• Leads Others: Drives Vision & Purpose, Develops Talent.
• Transforms the Business: Demonstrates Strategic Mindset, Cultivates Innovation.
• Transforms the Business: Plans & Aligns, Drives Results.
• Builds Our Culture: Client Focus, Instils Trust.

Knowledge Skills and Abilities

• Expert knowledge of MSFT eco-system & how to derive business value from it.
• Ability to drive collaboration across multiple and complex organizational boundaries.
• Excellent communication skills with the ability to influence and create strong relationships with the highest levels.
• P&L / business management skills with an established history of successful business management and growth.
• Growth mindset, effective communicator, thought leader, brand builder.

Education, Certifications and Experience

• Education and/or experience in the relevant field/business.
• Likely has 10+ years\\\' experience establishing a portfolio of complex, integrated services in B2B marketplace, management consulting, and/or technology firms.
• Experience growing and leading a global client service business and delivering financial results.
• Managerial experience leading leaders and regional teams.
• Experience translating enterprise strategy into business strategy and delivering objectives for a region.
• Experience leveraging market trends to understand client needs and to customize client-specific sell-able solutions.

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About Avanade

Avanade is the leading provider of innovative digital, cloud and advisory services, industry solutions and design-led experiences across the Microsoft ecosystem. Every day, our 59,000 professionals in 26 countries make a genuine human impact for our clients, their employees and their customers.

We have been recognized as Microsoft\\\'s Global SI Partner of the Year more than any other company. With the most Microsoft certifications (60,000+) and 18 (out of 18) Gold-level Microsoft competencies, we are uniquely positioned to help businesses grow and solve their toughest challenges.

We are a people first company, committed to providing an where employees feel comfortable being their authentic selves. As a responsible business, we are building a sustainable world and helping people from underrepresented communities fulfil their potential.

Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at .\\n \\n \\n \\n \\n \\n

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