Europe Industry Sales Lead, FSI
Europe Industry Sales Lead, FSI
Avanade’s newly established Integrated Go-to-Market (IGTM) function brings the full breadth of Avanade’s solutions 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 what Avanade has to offer. It will create value for Avanade’s clients through industry-infused, outcome-focused, insight-led solutions. It will empower Avanade’s people to deliver innovative, 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 (LOB), Global Industry Leads, Partner Ecosystem & Alliances, Integrated Center of Excellence (COE), and Managed Services to ensure our strategies, solutions, and delivery drive significant business value for our clients.
To further drive business value for our clients, Avanade is taking an industry-led approach to solving our client’s challenges. Our industry focus at the Global and Area level aligns to both Accenture and Microsoft and includes the follow industries: Financial Services, Retail and Consumer Goods, Manufacturing, Health & Life Sciences, Government and Public Service, Energy & Utilities, and Nonprofit. Our Global Industry Leads drive the strategy and growth of Avanade’s key global priority industries, and our Area Industry Leads support these efforts at the Area level.
Come join us
There is one in every group - the person who dreams big and has the motivation to bring their ideas to life, even as others might roll their eyes and prefer to play it safe.Are you that person?
Are you the one who isn’t afraid to break the mold and who gets passionate about the power of digital to transform organizations and ways of working?Because we are building teams of people like that to help our clients unlock the power they need now and own what is next.
Together we do what matters.
What you’ll do
The Area Industry Lead for FSI is responsible for the overall strategy, vision, performance, and growth of the FSI market for Avanade’s geographic areas. This role is accountable for driving the execution of the strategy at the Area and Region level.
Additionally, this role will help drive awareness and execution of the Plays and related industry intellectual property (IP) into the regions to increase Area market share, support Regions with industry pre-sales, deal shaping and delivery, and serve as a conduit between global and regional industry teams for industry insights, perspectives, client feedback, and client success stories.
This is a client-facing role that represents Avanade’s capabilities in their specific industry across the Area, to our clients within the Area, our Area-level partners in Microsoft and Accenture, and our broader partner community. This role also works directly with our client teams on identified strategic accounts that can set the tone for repeatable and transformational work that helps realize the industry vision for our clients.
This role sits within the Integrated Go-to-Market (IGTM) function, reports directly to the Area IGTM Lead with a dotted line reporting relationship to the Global Industry Lead and the Area President.
In addition to its business accountabilities, this role is equally expected to demonstrate and model Avanade’s values, principles, habits, and behaviors.
Your key accountabilities will be: business growth, market strategy, partnership, ecosystem & alliance, and integrated GTM.
Business Growth
Drive market share and sales/revenue growth for the industry at the Area level through Industry Plays and assets at marquee accounts, and via strategic pursuits with Microsoft and Accenture
Contribute to and support Regions with industry pre-sales, deal shaping and delivery and provide cross-region deal best practice sharing to drive sales and revenue.
Act as a sponsor for at least one LOB at the Area level to connect the dots between Global LOB Leads and the Regions
Market Strategy
Support Global Industry Lead in developing a Global Industry Strategy
Drive the industry strategy at the Area and Region level with local industry context
Serve on the Global Industry leadership team and act as a bridge and feedback enabler between Global Industry and Region Industry roles
Partnership, Ecosystem & Alliances
Align with Area Accenture Industry, AMBG Industry, Microsoft Industry and other Partner Industry team leads to drive a tighter partnership
Support the Global Industry Lead on alignment with Microsoft Industry Cloud and Portfolio Solution teams
Identify pipeline opportunities through engagement with Microsoft and other strategic partners
Work with the LOB Leads on development of new GTMs with strategic partners
Integrated GTM
Work with IGTM stakeholders at Global and Area level to support LOBs, Plays and other IGTM strategies
Support Industry GTM motions for execution in the region including marketing campaigns and events
Participate in Industry Network at the Area level
Participate in key Area thought leadership activities and marketing events
Key performance indicators
Incremental Sales growth in the specific industry
Capture/attainment of target market share at Area level
Plan type metrics
Provide area industry thought leadership and presence at Area industry marketing events’
Percent of growth in new business
Skills and experiences
Business insight: Applying knowledge of business and the marketplace to advance the organizations goals.
Customer focus: Building strong customer relationships and delivering customer-centric solutions.
Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
Drives results: Consistently achieving results, even under tough circumstances.
Organizational savvy: Manoeuvring comfortably through complex policy, process, and people-related organizational dynamics.
Ability to effectively team with/and influence peers in a large, matrixed organization
Able to develop and grow long term, high-value client relationships with an industry-centric approach
Great communication skills with the ability to influence and create strong relationships with the highest levels
Growth mindset, thought leader, brand builder
About you
Characteristics that can spell success for this role:
- Education and/or experience in the relevant field/business/industry
- Deep industry experience
- Track recordin market/strategy development and execution
- Proventrack recordof building, positioning, selling, and deliveringindustry-centric use-cases, value propositions,and solutions
- Strong consulting / project-based background, including assessing and managing the opportunity and risk associated with large scale, complex projects
- Significant relevant technology business leadership experience, including solution sales,go-to-marketcreation, delivery, and business management
Enjoy your career
As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and communities. You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, and to lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!
Some of the best things about working at Avanade
Opportunity to work for Microsoft’s Global Alliance Partner of the Year (14 years in a row), with exceptional development and training (minimum 80 hours per year for training and paid certifications)
Real-time access to technical and skilled resources globally
Dedicated career advisor to encourage your growth
Engaged and helpful coworkers genuinely interested in you
Find out more about some of our benefitshere.
A great place to work
As you bring your skills and abilities to Avanade, you’ll get distinctive experiences, limitless learning, and ambitious growth in return. As we continue to build our diverse and inclusive culture, we become even more innovative and creative, helping us better serve our clients and our communities.You’ll join a community of smart, supportive collaborators to lift, mentor, and guide you, but to also lean on your expertise. You get a company purpose-built for business-critical, leading-edge technology solutions, committed to improving the way humans work, interact, and live. It’s all here, so take a closer look!
We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Visit ourInclusion & Diversitypage.
Create a future for our people that focuses on
Experimenting courageously
Learning and pivoting
Inspire greatness in our people by
- Encouraging boldness
Accelerate the impact of our people by
- Prioritizing what matters
Learn more
Interested in knowing what’s going on inside Avanade? Check out our blogs:
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Inside Avanade – explore what life is like working at Avanade