North America West Region General Manager

Avanade

Location: Redmond, Washington, San Diego, California, San Francisco, California, Seattle, Washington

Job Type: Full time

Posted

Be brave, not perfect.
- Reshma Saujani

Position Summary:
As West Region General Manager (GM), you will successfully lead and empower your leadership team to execute Avanade's global and North American (NA) business and growth strategy in the Region, adapting to achieve the measures of health which enable balanced and profitable growth. The West Region GM is expected to model a growth mindset with focus on capturing and extending a market leadership position within priority industries and solutions across the Regional business, inclusive of the global Microsoft Account. This role is expected to be the external and internal “face” of the Region by leading with our clients and partners, being a dynamic people leader, and leveraging the broader Avanade fabric to deliver exceptional business outcomes. The West Region GM will inspire inclusive people leadership to over 600 Avanade employees across the Pacific and within the Microsoft Account while executing growth and retention strategies aimed at doubling the talent base over the next 5 years. This role will build and cultivate lasting client relationships that fuel growth for Avanade’s Direct business as well as with and through Avanade’s relationship with Accenture.

Anticipated Challenges / Biggest Opportunities in the Region:
-Market:
  • Execute strategy to capture addressable market and increase share of wallet across West Region clients in Communications, Media, Technology, Financial Services, Healthcare, Public Sector, and Resources industries
  • Understand Microsoft segmentation model, including key leaders and their required fiscal year targets – Strategic, Majors, SMC and execution of a strategy for each
  • Strengthen alignment with key Accenture go-to-market leaders – AMBG, West Region “Pods,” and CALs for key accounts

-People:
  • Drive a culture of continuous improvement in retention and engagement, with strong focus on consulting, sales and leadership populations
  • Be a role model and talent magnet for attracting and retaining diverse talent and including diverse perspectives with clients and in decision making
  • Execute quarterly people reviews to provide needed developmental and performance feedback to all employee populations and ensure strength in succession plans
  • Mentor high potential, high performing employees at varying career levels to improve regional leadership capabilities

-Sales:
  • Cultivate culture of sales excellence through the hiring, retention, and promotion of top talent as measured by relationship value, sales attainment, and productivity
  • Drive deeper industry alignment in the sales and solutioning processes within selected client groups
  • Execute a predictable sales operating rhythm to adjust strategy and sales tactics in alignment with changing market conditions
  • Evolve sales culture into a more proactive posture in the market, driven by data insights, sales campaigns, and focused capture teams to optimize the cost of sale across multiple pursuits

-Services:
  • Drive greater industry context and repeatability into solution proposals, harnessing our Advisory strength and our growing client references
  • Drive Cross Solution Area transformative opportunities, addressing the complete opportunity space
  • Evolve the Services portfolio prioritization strategy based on market conditions to drive both in-year and longer term growth
  • Launch Experiences business to capture the digital customer and workplace experience market share

-Partnerships:
  • Coach and hold accountable all senior leaders to maintain a regular cadence with their Microsoft and Accenture counterparts to originate opportunities and raise awareness
  • Cultivate more strategic partnerships with software providers and ISVs to sell highly profitable solutions through the Alliance Utilization channel
  • Sponsor regular meetings with key Microsoft field sales leadership and client marketing events with key Microsoft and Accenture leaders to originate and close business

Key Competencies:
  • Executive level experience in growing and scaling a multi-million-dollar technology services business to meet / exceed overall regional revenue and profitability expectations
  • Strong track record in collaborating across multiple dimensions of a highly matrixed global business
  • Client and Sales leadership experience (e.g., business development, marketing, managing a client portfolio, complex channel management, account leadership, etc.)
  • Experience in consulting / project-based environments, assessing and managing the opportunity and risk associated with large scale initiatives
  • Demonstrated managerial and leadership experience (leader of organizations of 500+ people)
  • Strong coaching and mentoring skills - must be able to identify and nurture diverse talent and help build future leaders and organizational capability by attracting, retaining and developing top talent
  • Executive Relationship and Account Sponsorship skills including business acumen, navigating political structure, etc.

Responsibilities:
-Customer & Solutions:
  • Set strategy to develop a balanced portfolio of business between Avanade Direct and Accenture channel clients, with a focus on rotation from traditional to new technologies
  • Drive a culture of innovation and excellence, developing a mindset of always exceeding client expectations
  • Provide support and guidance to client portfolio teams in identifying high priority client segments and sales strategies
  • Partner with Accenture and Microsoft leadership to strengthen alliances and to identify and close business opportunities
  • Increase awareness and positioning of Avanade brand and solutions with the aim to generate qualified business opportunities
  • Partner closely with sales leadership to develop formal account strategies and develop Executive level relationships with client sponsors

-Business & Commercial:
  • Provide strategic leadership and operational guidance for the region, aligned with Area and Global strategies and priorities
  • Partner with cross-functional teams to set strategy, including sales, delivery and client satisfaction strategies, engaging the leadership team to achieve goals
  • Enable account teams to execute on the strategy in their markets
  • Collaborate with sales, operations, finance, and HR leadership to meet and exceed overall sales, revenue and profitability targets

-People & Organization:
  • Provide leadership, organizational vision, and inspiration through clear communication, leading by example, and execution of strategy and goals
  • Demonstrate strong commitment to advancing Avanade’s diversity and inclusion agenda and mission to create a genuine human impact
  • Develop and role model a coaching and mentoring approach to people development
  • Identify and nurture diverse talent and help build future leaders and organizational capability by attracting, retaining and developing top talent
  • Support and role model people management processes (e.g., resourcing, succession planning, L&D strategy) and ensure the demands of the business are balanced with a constructive and engaging employee environment
You’ve got this!