Region Business Group Lead
5 months ago
The Technology, Avanade X, and Advisory Business Groups (BG) are Avanade's growth engines responsible for developing market relevant capabilities and solutions to help clients resolve critical business and technology issues. Through Practices they provide sales, solutioning and delivery support to Client Groups and Accounts to help us win and sustain long-lasting relationships with our clients. In addition to direct relationships with clients, each Business Group works closely with Avanade's most significant partners - Microsoft and Accenture, as well as other alliances - to drive growth of the business group and the Practices therein.
The Advisory BG significantly moves the needle in relationships and business with focus clients and to build a business for the future. Specifically, Advisory focuses on technology strategies and enterprise architecture, Organizational Change Management, people and cultural change, and business strategies, innovation, and digital transformation.
All BGs have Practices that will help us deliver exceptional value to our clients with repeatable go-to-market services, industry expertise, and market-leading capability, and help Avanade grow through winning bigger and more complex engagements that require specialist skills across pre-sales through to solutioning and delivery.
Practices are where Avanade's employees are 'homed'. Practices are responsible for building and evolving capabilities in line with market and client needs; attracting, developing, and retaining talent; managing deployment of practitioners, and creating/evolving assets and solutions to reduce the cost of sales, delivery, and operations. Practices also provide sales, solutioning and delivery support to help us win and deliver projects and services to clients.
Role Overview
The Region Business Group Lead - Advisory leads Avanade's Advisory Business Group (BG) for a region is responsible for the strategic direction of the Advisory propositions, offerings, and capabilities in the region, and ensuring immediate business and operational capability needs are met in support of growing the business and taking the best of Avanade to our clients.
This role is also accountable for driving the region Advisory BG go-to-market, providing thought leadership, achieving sales and revenue targets, building culture within the BG, and ensuring we have the right Advisory talent in the right places achieving defined productivity metrics.
This role manages Advisory Region Practice Leads and owns the Advisory BG strategy for the region. It oversees development and execution of region growth and capability plans aligned with Integrated Go-to-Market (IGTM) and region business plans. In partnership and aligned with Area/Global BGs and IGTM, it will bring the best of Avanade to address critical client business issues.
This role is client-facing in support of driving sales and value for our clients. Additionally, this role is ultimately accountability for the People Experience and for delivering the employee value proposition (EVP) to all employees within the region BG. As a leader this role is equally expected to demonstrate and model Avanade's values, principles, habits, and behaviors.
This role reports to the Region General Manager and secondarily to the Advisory Area BG Lead (dotted line) and manages Advisory Region Practice Leads. This role is a member of the region leadership team, operating at most senior level in the region and collaborating with clients, regional partners (Accenture, MSFT, and other alliances), regional executives, peer BG Leads, IGTM, and other key regional leaders to be successful.
Key Accountabilities
Business Group Leadership and Growth
- Define, align with global/area Advisory BG, other region BGs, and IGTM, and drive implementation of region Advisory BG strategy and growth plan
- Set and achieve region BG KPIs and relevant company scorecard metrics; conduct regular plan reviews with regional and area leaders and address gaps
- Establish and sustain strategic relationships with regional Accenture and Microsoft partners to drive BG growth. Align regional strategies and priorities including joint pursuits and drive achievement of shared objectives and goals.
- Establish and embed Advisory BG representatives within Client Groups and Client Service Teams
- Work through Region Practice Leads to ensure the region is enabled to sell and deliver Advisory and IGTM engagements
- Provide leadership, support, and/or guidance on pursuits and/or must-win deals in the region and provide solution review and approvals for Advisory BG deals
- Represent and promote Avanade in the region and externally to establish Advisory BG as the trusted advisor and great place to work
- Lead and manage change in the region to achieve Avanade priorities
Oversee Advisory Practices
- Oversee development and ensure execution of regional GTM plans for all Advisory practices in alignment with the regional (area/global as agreed) BG str
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