Sales Operations Director

'Together we do what matters.'

At Avanade, we have a bold ambition to be the world’s leading digital innovator, making a genuine human impact for our clients, our people, and our communities.

Avanade is embarking on a multi-year sales transformation as part of a wider CEO-led company-wide business transformation to dramatically grow Avanade across multiple corporate metrics such as sales, revenue, profit and market share. The transformation includes creating a high performing sales function with a refreshed sales operating model with a clear identity, career model, modern tools and systems to support a growing sales force to deliver exceptional results in a supportive, inclusive and rewarding work environment. The sales transformation will contribute to the ongoing evolution of Avanade’s GTM models and channel strategy.

Responsibilities & Essential functions
- Own the pipeline, sales forecasting and opportunity close processes for a multi-million $ portfolio across the entire Region.
- Deliver improvements to the mid and long-term visibility of sales performance outlook.
- Deliver regular, innovative and forward-looking insights to the Region Sales & Executive Leadership on sales performance & outlook, sales productivity, cost of sale, client portfolio performance, sales headcount, and sales planning.
- Act on behalf of the Region Sales Lead on key matters relating to sales; own and drive the Rhythm of Business cadence for sales.
- Own the annual sales budgeting, account planning and territories and quota planning process.
- Shape and drive the territory assignment, sales force deployments and quotas process - in line with key market opportunities and growth potential.
- Partner closely with other functional areas and members of the Region Sales & Leadership Team to identify and target profitable growth opportunities.
- Accountable for the E2E Deal Management processes for the Region and ensuring compliance to internal policies. Work closely with shared service functions to execute processes to quality and SLAs.
- Manage the Regional Sales Operations function and team across the Region - including functions delivered from our shared service centres offshore.
- Identify and implement operational improvements across both the Deal Management and Sales Operations functions.
- Partner with Sales Operations leaders across the business to re-imagine the sales ops function to ensure it is focused on high-value activities and is a desirable career path for individuals.
- Elevate the discipline of Sales Operations and Sales Excellence in the organization by establishing close relationships with other functional leaders.
- Cultivate strong and mutually respected relationships across the organization and partner with the Regional Sales Leadership Team to solve complex problems and identify productivity improvement opportunities.
- Act as change agent for sales and sales ops initiatives.
- Drive a culture of continuous innovation and globally consistent standards.

Competencies

Analytical Mindset
- The ability to logically analyse data and present relevant business insights and recommendations in a condensed and impactful way to leadership.
- Sophisticated understanding of sales performance metrics and KPIs.
- Expert at executing data analysis with Excel and PowerBI.

Shaping Strategy
- The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
- An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries.
- The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.

Executing for Results
- The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
- Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
- A leader who is viewed by others as having a high degree of integrity and thoughtful in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.

Leading Teams
- The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
- The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards.
- A leader who is self-reflective, growth minded and aware of his/her own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement