Northwest Sales Manager (closed)
NORTHWEST SALES MANAGER
At Avanade, business and technology consulting isn't just your career…it's your passion. And that means more than just working with new innovations. It means using technology to solve business problems in ways that make a real difference to you, your customers, and the world.
At Avanade, we:
Are passionate about pushing the limits of Microsoft technologies to help our customers achieve their goals
Thrive on open dialogue and debate. We share best practices and solve problems through teamwork.
Are committed to growth - as an organization and for each individual.
Business & Commercial:
Strategy –Work with Regional OU Sales Executive and Account Group Executive to create and execute a Sales strategy focused on high growth leveraging both Americas programs as well as local strategies tailored to assigned territory.
Financial – Meet and exceed sales, revenue and margin % sold both individual and that of the team.
Operations – Evaluate operational results and provide forecasting and pipeline analysis to support the area. Ensure operating approaches and procedures are followed consistently.
Delivery – Facilitate high customer satisfaction for all customers in the territory, working closely with account group executives, service lines and delivery teams. Ensure that all high priority proposals are shaped to win.
Function Coordination – Act as Sr Executive for sales opportunities in the territory, with accountability to the Account Group Executive for creating a successful teaming environment
Key Measurements Include:
Voluntary and managed attrition for direct reports
Year over year Manager Feedback score via Manager Feedback Forms
Direct feedback from OU leadership via Internal Feedback Forms
Success of direct reports – hitting sales quota’and, other measures
Customer & Solutions:
Customers – Successfully develop and manage a strong Customer Pipeline as appropriate to meet sales and revenue targets. Provide support and guidance to sales team in assigned territory in identifying high priority targets. Help ensure high customer satisfaction ratings. Serve as the escalation point and senior resource for sales team in shaping/presenting and/or closing deals as appropriate. Serve as primary resource for high priority or other customers not assigned to a sales team member.
Alliance – Responsible for navigating and growing our channel partnership relationships, in particular with Microsoft sales and Accenture TGP, marketing and services in assigned territory as appropriate
Contracts- Work closely with territory BD’ to ensure that contracts are executed appropriately, and closely manage the process to ensure customers have a positive experience with Avanade.
Solutions and Offerings – Provide territory expertise in identifying solutions and offerings based on customer needs. Become a strong business partner with Service Lines and Set Play deal-shaping teams.
Key Measurements include:
Customer Satisfaction Scores/Ratings
New Customer Acquisitions
Customer retention and growth
The successful candidate will have the following qualifications:
Experience leading a team of Business Development employees in set geographical area of highly profitable technology services business.
Strong track record in sales and building high performance sales team
Proven experience in working with marketing to drive targeted campaigns and organic prospecting efforts to seed a qualified pipeline
Client relationship mastery in understanding how to bring the global power of Avanade to bear locally with clients across all Avanade support functions (e.g., marketing, PR, service line delivery, executive management) to help build long-term, mutually beneficial client relationship experiences.
Specific experience requirements:
Documented success in full life cycle sales management and execution
Success in meeting and exceeding revenue and sales goals
Proven Experience at identifying and closing >$1Million Direct deals
Demonstrated experience with the full range of pipeline activities specific to sales (e.g. Marketing, Prospecting, qualifying, contracts)
Demonstrated managerial and leadership experience
Build and manage a growing sales team in assigned geographical territory
Superior communication skills
Documented experience in building relationships and influencing an organization
Executive relationship skills and demonstrated business acumen
Demonstrated experience full range of people management activities including people development and recruiting
Proven leadership in orchestrating cross functional relationships in a complex environment
Consulting /project-based sales background:
Existing/experience building Channel Partnerships focusing especially on Microsoft, Accenture and second tier Avanade Partners
Track record in developing and growing long term, high value customer relationships
Credible escalation point during deal pursuit and negotiations; ability to “elevate” the customer relationship and deepen the business partnership
Technology and solutions depth:
Proven experience in Understanding the strategic IT consulting Business with sufficient technical depth to help identify and frame solutions for strategic customers.
Understanding of how to represent the value of Avanade’s unique parental heritage and the benefit to our customers.
Understanding of Microsoft solutions and Avanade Solutions and their value
Specific knowledge of Microsoft product line and custom software development
Demonstrates a high degree of integrity, credibility, and character
Must be able to travel, largely within assigned territory
Avanade® Is An Equal Opportunity Employer. Avanade promotes equal employment opportunity to all employees and applicants and does not discriminate on the basis of race, religion, color, creed, national origin, sex, age, sexual orientation, status as a protected disabled or Vietnam Era Veteran, disability, or any other legally protected status