PDM Manager | Global Modern Workplace and Security Leader – Accenture/Avanade Alliance

The Microsoft-Accenture / Avanade alliance is the largest alliance in the technology industry in terms of the strategic impact that it drives. Accenture/Avanade has been recognized as Microsoft’s System Integrator Partner of the year 14 times over our 16-year relationship, and it. drives Microsoft’s largest and most impactful Go-To-Market initiatives generating significant revenue and digital transformation across our largest customers. In 2019, Accenture announced a significant investment in our partnership, and committed to train and hire 10,000 consultants dedicated to the Microsoft platform and driving Microsoft-based solutions with our customers. This is an exciting time to work on the Alliance, and a pivotal moment in our marketing-making relationship. Today, we are seeking a leader who will drive Modern Workplace and Security and cover one of our Alliance’s focus industries.

This position is a critical business development leadership role with WW responsibilities to own the overall development, go-to-market and sales execution of the Modern Workplace and Security portfolio with Accenture / Avanade. You will work as part of our Alliance team, with experienced, fun, and innovative colleagues who cover other solution areas and industries. You will engage with engineering, marketing/, industry, and services teams at Microsoft, Accenture, and Avanade to drive key build-with activities aimed at developing a robust Microsoft Teams, Microsoft 365, Windows Virtual Desktop, and Security solutions portfolio and technical readiness within Accenture/Avanade on those solutions. These include bets around delivering Workplace modernization solutions, Frontline Worker scenarios, Security and Compliance management and Industry aligned solutions. You will quarterback GTM targets across MSFT and into the regions driving sales execution with the STU, ATU, and One Commercial Partner resources in the subs.

In addition to leading the Alliance in Modern Workplace, the PDM will take on cross-team accountability for one industry group (Energy, Healthcare, Public Sector, Media & Comms, or Financial Services based on interests and background) and lead alliance efforts in that Industry between Microsoft and Accenture.

Responsibilities

• Identify and develop a well-defined modern workplace & security solutions portfolio with Accenture/Avanade
• Develop and maintain the proper ROB with field BG and STU leadership to drive strategic wins across defined GTM priorities.s
• On-going development and execution of the Annual Business Plan, Funding Plan, and the respective Field Execution Guides for each solution set.
• Support strategic GTM sales opportunities across the regions by working with the appropriate Accenture/Avanade & MS field execs and alliance teams.
• Manage Microsoft execution and coordination of the defined GTM initiatives across the region and the extended virtual teams.
• Work closely with the Alliance teams, OCP teams and appropriate incubation teams to assist and leverage their ROB to drive and accelerate the traditional ongoing partner business while identifying and taking leadership of the strategic opportunities showcasing our new joint solutions.
• Ensuring hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions resolve issues with local leadership and escalate to WW as required.
• Meet defined MAU (Monthly Active User) scorecard targets.
• Manage and build relationships with Accenture/Avanade and sales teams to evangelize the initiative and drive sales engagement and results in the field.
• Help develop and oversee an always green technical capability and capacity development plan with Accenture/Avanade.
• Lead cross-solution build-with and sell-with efforts as pertains to one industry group.
• Participate in the Digital Win Room rhythms in coordination with Accenture/Avanade and our field teams as needed

Qualifications

• Demonstrated 10+ years of related sales management experience building relationships with Fortune 500 companies; consulting background a plus, Accenture/Avanade background is even better!
• Strategic thinking & passion for execution. Executive level communication skills and the ability to mentor others
• Strong, proven sales management track record of consistently holding or exceeding quota, using an indirect sales model, focused on solving enterprise customer problems, taking new products and solutions to market is greatly preferred.
• Knowledge of workplace modernization, employee engagement, collaboration and communication solutions, security and compliance management, along with offerings of the key competitors
• Strong Team Player: Work effectively across virtual teams to solve partner and channel issues, account issues, leverage best practices, & deliver results
• Knowledge on how to build a virtual team (across Accenture/Avanade and Microsoft), solution sales oriented.
• Great leadership and strong passion for building and driving an emerging strategic business.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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