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Director of Workplace Value Realization, Offering Lead

Avanade

Location: Boston, Massachusetts, New Haven, Connecticut, New York, New York, Newark, New Jersey, Philadelphia, Pennsylvania

Job Type: Full time

Posted

About the role:

Avanade’s ambition is to become the market leader for Modern Workplace Employee Experience transformation and managed services by end of 2021. We help clients to modernize their technology platforms increasing efficiency, responsiveness, and security, deliver employee experiences on a par with customer experiences to increase productivity and engagement, re-imagine their business operations to unlock new sources of value and remove cultural barriers that constrain sustainable growth.

To make our ambition a reality we have established the Modern Workplace Solution Area which is responsible for implementing the Workplace growth strategy and driving sales, revenue, capability, and reputation. The Solution Area has two strategic (workplace transformation and technology) offerings called Workplace Platform Modernization and Value Realization. These are underpinned by sub offerings spanning strategy, culture, experience, operations and technology transformation and managed services that assist clients with Evergreen IT management through to identification/ realization of new business value opportunities.

Within the Modern Workplace Solution Area, we have market leading Center of Excellence (CoE) which is responsible for innovation, offering development, partner eco-system innovation, delivery methods and asset development, sales generation and solution design support to assist our regional sales teams with pipeline and lighthouse deal conversion.

As the Value Realization Offering Lead you will be accountable for the overall strategy and business performance of the Value Realization Offering and sub offerings in the Area. You will work closely with the Area and Regional Workplace Solution Area Leads, Workplace Advisory Lead, Global Market Unit Leadership Team, Talent Communities, Regional Capability Leads and Global Delivery Network.

You will:

  • Lead the definition and implementation of the RegionalValue Realization Offering go to market strategy and business plan, with the aim of establishing Avanade as the Workplace transformation and managed services market leader, and achieving agreed performance targets.

  • Support the conversion of the Value Realization pipeline in partnership with the Regional Modern Workplace SA Lead, Regional Advisory Workplace Lead, Operating Group Leads, Client Account Leads and Partners. You will lead by example through active engagement with clients and conversion of lighthouse deals including any required deal coaching and solutioning across collaboration and value realization areas including SharePoint modernization, Future of Work strategy, business case establishment, and broader Microsoft and 3rd party collaboration toolsets and platforms

  • Support the Regional Solution Architects in being successful, achieving their targets and developing the necessary capability, capacity and pipeline for continued success, deal pursuit, review, and approval

  • Leverage Accenture, Microsoft and ISV partner strategies and plans to increase industry specialism, extend our capabilities, improve campaign alignment, and grow pipeline and sales

  • Adapt and augment the AreaValue Realization offering, sub offerings, services, assets, methods, and tools so they have positive impact in the market. Contribute to the periodic refresh of the offering and methods portfolio working with the Global Workplace Centre of Excellence

  • Assist the Regional SA Delivery Leads with quality assurance and issue resolution where needed to protect engagement commercials and corporate reputation

  • Shape the people recruitment, development, and top talent retention plan for the Value Realization Offering liaising with Advisory and Regional Workplace Platform Modernization Offering Leads and Regional Solution Area Leads so that Avanade has the capability and capacity needed to grow sales, revenues, and reputation

  • Support the Regional Modern Workplace Solution team with the regional marketing initiatives to design and execute Workplace campaigns, events and communications that drive influence and demand

  • Identify, secure funding for, and execute investments needed to enhance Workplace Value Realization pipeline, client portfolio, capabilities, sales, and revenues in the market

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

  • Travel as dictated by the business.

About you

You are an experienced business technology transformation leader, with a track record of growing a line of business through go to market strategy development, business planning, sales generation, and delivery leadership. You also have a track record of developing and growing long term, high value client relationships, with strong influencing and negotiation capabilities. Internally, you enjoy advising leadership teams in the development, production, and promotion of client centric solutions and offerings.

In addition, your professional skillset likely includes:

  • A track record of building a business technology transformation or digital transformation business through a combination of new logo wins and expansion of existing engagements using indirect/ direct channels. You will ideally have developed and cultivated C-Level client relationships in technology and business domains


  • A track record of delivering complex business technology solutions for client organizations that have contributed directly to, or enabled, improved customer/ employee experience, profitability, responsiveness, reputational enhancement, and top talent retention

  • Experience of building, developing, and retaining talented teams containing a mix of advisory and engineering skills

  • Ability to effectively team with peers in a large, matrixed organization, including experience with onshore, near-shore and off-shore delivery teams

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

  • Knowledge of modern workplace technology collaboration platforms and services including Microsoft 365 (SharePoint, Office 365, & Security), Azure and an appreciation of RPA and AI)

    • Over 10 years relevant business technology leadership experience, including solution sales creation, delivery and business management, and more than 5 years of demonstrable people and/or business leadership experience, particularly within a consultancy or systems integrator

You also ideally have:

  • Shaped, sold and led a portfolio of client engagements focused on three or more of the following topics: Digital/ Workplace Strategy and Transformation; IT Strategy and Transformation or Technology Platform, Applications and Services Modernization; Multi-Speed IT Operating Model; Enterprise Architecture; Workplace Security; Customer and/ or Employee Experience Transformation; business strategy and model design and implementation; business operations transformation (e.g. new product development, sales, service); organizational change management; cost reduction, culture and people strategy

  • Contributed to the design, assembly, pricing and delivery of managed IT and business services deals

  • Deep industry knowledge covering two or more of the following: Banking, Insurance, Products, Retail, Energy, Utilities, Health and Public Sector

  • A Bachelor's degree in business or technology-related field, or an equivalent combination of education and experience. An advanced degree or MBA is strongly preferred, particularly technical (IT, engineering, or related).