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Global Sales
3 weeks ago
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Growth Markets - South East Asia
The South East Asia region is a very important part of Avanade’s Growth Markets future with annual growth rates expected in excess of 40% for both sales and revenue and with favorable market conditions. Investments in bringing in senior people are being made in the South East Asia region to accelerate Avanade’s presence in the market and the Regional Sales Leader and the sales team will be expected to lead the way.
THE ROLE
This role is a member of the Regional Leadership team and Area Sales Leadership team.
This role requires a strong track record in creating, developing and growing high performance sales teams within the South East Asia regions with special focus on Singapore and Malaysia, coming in with a coaching mindset and intentionally building capability within the team and across the business. Working as part of a wider Area team, this role will ensure that we rapidly and significantly grow our market share in South East Asia.
This role will provide expert guidance, support and oversight to the regional sales activities and work towards a high level of consistency in the design, execution and efficiency of sales. The role requires a thought leader with a growth mindset, able to transform and develop the existing sales capabilities, positioning Avanade as an innovator for customers and the ability to develop and grow long term, high value customer relationships at Executive level.
A strategic outlook will assist the ideal profile in the navigation of a "new normal", both for Avanade and its client and partner ecosystem. A strong orientation towards execution will also be required; to lead Sales will be involved with key customers and deals as Executive Sponsor or Deal strategist. A combination of hands on strategic deal and client relationship experience, together with gravitas and impact, will drive continuous value for the organizations’s top clients. This individual will be entrepreneurial and results oriented and will contribute to the overall business.
RESPONSIBILITIES & OUTCOMES
The Regional Sales Leader creates a high performance culture around the immediate sales team and the wider sales community. The vision to be creative is essential although best practice around core activity is also a given, with a focus on regional planning, pipeline development, complex channel management, strategic deal shaping, bid management and on-going sales effectiveness program implementation, as well as evolving and running the various sales reporting cadences
Balanced Scorecard Metrics for Sales
- Regional overall Sales & Revenue & Profit targets
- Specific Solution Area / Industry focused sales targets
- Diversity & Inclusion goals
- Employee engagement and Retention
- Market share and market growth
- Seller performance and productivity
Setting Strategy & Developing a Plan
- Create and articulate an inspiring vision for your areas of responsibility.
- Developing business growth plans including annual growth plans and sales target/quota plans
- Set clear and challenging goals while committing the organization to improved performance
- Supporting account management and planning best practices
Executing for Results
- A balanced risk-taker who seeks data and input from others to foresee possible threats or unintended consequences rom decisions; someone who takes smart risks.
- A leader who is viewed by others as having a high degree of integrity and forethought in your 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.
- A leader who is comfortable operating as a player/coach - driving personally a set of specific deals but also acting as a coach and mentor to pursuit teams across the region.
- A leader who understands what it means to build and execute on sales capability programs needed today, while also knowing how to position these programs as the building blocks for the capabilities needed tomorrow.
- The role requires a collaborative negotiating style capable of effecting change and driving results and experience working in a matrixed and fast paced, growing organization
Leading Teams
- The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance
- Creates a sense of purpose/meaning for the team that generates followership and engages others to the greater purpose for the organization as a whole.
- Lead and drive the sales community and also act as the functional lead for sales professionals.
- Understanding of working across cultures and driving and influencing for results in a matrix organization is important.
PREFERRED EXPERIENCE
In particular, the preferred profile will have leadership experience, be outcome based and value driven. This will include experience in building and developing a high performing sales team, achieving the envisioned cultural evolution
