Avanade Inc. Senior Director, Business Development in Hong Kong, China

Role Overview:

As a Regional Sales Sr Director you are responsible for overseeing the sales strategy of the region. You own the forecasting and pipeline management. You provide leadership throughout the team and act as a proactive deal coach.

Key Role Responsibilities:

  • Owns the Region’s sales target in totality.

  • Drives sales strategy in the Region.

  • Leads the Region’s Sales Team & OG Leads/Territory Leads (where applicable).

  • Drives sales discipline & adherence of the sales team to Avanade processes (DEEPR, OpTeam, Must Win Deal cadence etc.).

  • Owns sales forecasting & pipeline management & upward reporting to GM/RE.

  • Acts as proactive ‘deal coach’ to sales lead on Region’s key deals & brings disciplines of win themes, close strategies etc.

  • Owns a personal primary sales quota & accountability for a named (T&T) Client relationship or portfolio in region and acts as a CE.

  • Drives the Region’s sales capability development & best practice recruitment & on-boarding of new sellers.

Qualifications

Key Role Skill & Capability Requirements:

  • Professional & experienced seller/sales leadership.

  • Ability to carry and deliver personal primary sales quota.

  • Skilled at being a ‘player/coach’, able to drive sales personally, as well as motivate, inspire and drive his/her sales team to deliver.

  • Strong sales disciplines & knowledge of Avanade selling processes (DEEPR etc) and best practice.

  • Strong focus on driving results (sales targets, forecasting disciplines, pipeline management etc.).

  • Executive-level gravitas & team player, driving the total Region’s metrics, not just sales (Revenue, OI).

  • Understanding of our client’s business challenges & ability to articulate these whilst bringing Avanade solutions to help solve them.

Preferred Education Background:

You will likely possess a Bachelor's degree or equivalent in relevant field experience

Preferred Years of Work Experience:

8+ years

Accountabilities & Metrics:

  • Primary metrics:

  • Full accountability or the Region’s all-up sales target.

  • Active focus on Region’s all-up Revenue and OI targets (as Exec in the business).

  • Full accountability for the Region’s Cost of Sale target

  • Full accountability for named Client Account (in T&T)/ portfolio: sales, revenue, Direct Delivered Margin (if applicable to account/ portfolio), Advisory (if applicable to account/ portfolio), optional: Rotation to the New)

  • Secondary metrics:

  • Full accountability for Region’s other key Sales Metrics (Win Rates, Average Sold Deal Size, Digital Rotation in Sales).

Requisition ID - 52607

Avanade is the leading provider of innovative digital and cloud-enabling services, business solutions and design-led experiences, delivered through the power of people and the Microsoft ecosystem. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation and has 30,000 professionals in 24 countries. Visit us at www.avanade.com.

Category: Sales

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