Sales Enablement Area Lead

The Role

The Sales Enablement Area Lead role for Growth Markets is a new role to support the newly created Global Sales Enablement function in Avanade reporting directly to the Global Sales Enablement Lead. This role has an Area level mandate.

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.

The Sales Enablement Lead role for Growth Markets is responsible for assisting the Area in the design, development and implementation of programs that improve the capability, productivity and performance of the Growth Markets sales organization and related teams with sales-related responsibilities.

This role will assist the Global Sales Enablement Lead in prioritizing the significant responsibilities and agenda of the sales enablement function (including tech stack changes, training implementation, GSA to Sales "handoff" framework, collateral deployment, etc.) and helping drive various Sales Transformation programs/efforts lead by the Sales Enablement team specifically in Growth Market regions.

The Sales Enablement Lead role will suit a highly versatile market-facing leader experienced in designing sales enablement functions and supporting change programs in multi-billion IT services businesses that drive measurable market-facing actions that support the productivity, engagement and success of sales.

Responsibilities & Outcomes
- Analyze the impact of sales enablement program efforts to continually optimize programs and increase business impact as part of Sales Transformation Value Realization Plan including identify key performance indicators (KPIs) and metrics that track and evaluate success of sales enablement and define the quantifiable relationship between enablement programs and the organization’s desired performance outcomes.
- Coordinate with direct sales and partner channel leadership to align and prioritize enablement programs to meet agreed-on objectives that support sales goals including customer success.
- Collaborate with Sales Operations to understand the impact of sales enablement activities on sales goals and related metrics such as conversion and progression, and to analyze shifts in sales performance in the sales organization at the individual, team and regional and corporate levels.
- Develop market understanding (including competitive positioning, buyer profiles and personas) and align messaging strategy and content.
- Work with Growth Markets Area Sales Lead to accelerate global sales programs (ex. On-Boarding, Bid Management, etc.) in the respective Areas and Regions.

Ideally the right Sales Enablement Area Lead is motivated to work in a high performing environment supporting a diverse and growing global sales community to deliver significant double-digit growth in an engaging manner to promote employee satisfaction. Exhibit the behaviors to demonstrate and role-model high performing sales culture and a focus on creating value for our clients, our people and our company.

Preferred Experience
- Managing sales and/or market strategies for large companies and/or divisions
- Leveraging and analyzing a variety of external data sources to prepare high quality proposals and planning models
- Cross functional stakeholder working relationships
- Supporting market facing teams and modern client segmentation models
- Supporting leadership to manage and sequence change through substantial transformational activities and developments
- Understand internal sales methodologies and the Solution / Offering development roadmap and release or launch plans.
- Preferred tertiary educational qualifications relevant to the role

Preferred Skills & Behaviors
- Highly organized and able to manage in changing and ambiguous organizational models; flexibility to help establish a new Sales Enablement function within Avanade with skills to operate, at times, in the "unknown" and establish an Area function from ground-zero
- Collaborative and able to navigate multiple cultures and styles
- Ability to simplify complex challenges
- Mature interpersonal communication, influence and persuasion skills
- Experience with multi-geo and multi-time zone interactions
- Openness to experimenting with new approaches, testing hypotheses and establishing KPIs that can help determine effectiveness

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Work closely with
- Global Sales Enablement Lead; Chief Sales Officer & Global Sales Council: Growth Markets Area Sales Lead, Growth Markets Sales Operat