Dynamics Alliance and Market Development Director

JOB SUMMARY:

The Alliance and Market Development Director will be responsible for expanding Avanade’s capacity for Dynamics sales. As a key regional resource for Dynamics, the Alliance and Market Development Director works closely with regional management / business development and continually seeks opportunities for improving Dynamics sales results in the Microsoft and Accenture channels by providing sales leadership, training and coaching. A specific focus of this role will be to establish a strong working relationship with Accenture and Microsoft to ensure that Avanade is embedded into any Dynamics campaigns and go to market initiatives, and that Avanade is well connected to key opportunities arising. This person will facilitate and provide pre-sales support to the region(s) assisting with proposal development, customer presentations & workshops where necessary, but a strong focus of this role is to help the region(s) become more self-sufficient in driving demand and sales for Dynamics-based solutions. The Alliance and Market Development Director will also provide support to the delivery teams ensuring that they have access to and are leveraging the latest Dynamics collateral, training and assets.

PRIMARY RESPONSIBILITIES AND OBJECTIVES:

· Dynamics Sales

o Support execution of demand generation activities and ensure results are measured for any initiatives undertaken

o Support Area and Regional Marketing Programs for brand development, market awareness, market positioning, and market demand generation involving media, analysts and active participation in the IT community by our technical consultants.

o Assist Business Solution Advisors and regional teams in pursuing Dynamics opportunities – source Dynamics capability to assist the sales process, ensure that appropriate solutions / assets and third party products are being leveraged, provide Dynamics SME input as appropriate

o Participate in Dynamics proposal reviews for region(s)

o Facilitate Sales Training for Business Development Executives on Avanade Dynamics value proposition

o Participate in customer presentations as required or coach regional Business Development teams in preparing for customer orals

o Monitor and manage pipeline of Dynamics opportunities

o Help Avanade achieve defined Dynamics sales and revenue targets

o Active participant and leader within the Global Dynamics community

· Develop and deepen relationship with Dynamics and EPG/SMS&P teams in Microsoft

o Understand the organization structure and who is best positioned to support Avanade Dynamics market penetration both at Regional and District level

o Build solid working relationship with Microsoft key players, and ensure they are fully briefed on Avanade Dynamics plans, capabilities and ongoing activities

o Understand Microsoft planned Dynamics demand generation activities and help get Avanade connected to these in the region as appropriate

o Maintain ongoing regular contact and ensure high visibility and access to Microsoft pipeline of opportunities and ensure that Region is connected as appropriate

o Ensure Avanade maximizes leverage of Microsoft training and any other partner supports availability in terms of funding for capability development, demand generation etc

· Develop relationship with Accenture

o Understand the organization structure, and who is best positioned to support Avanade Dynamics market penetration at Regional level

o Coordinate with Americas Market Development Industry Directors to build solid working relationship with Accenture key players and ensure they are fully briefed on Avanade Dynamics plans, capabilities and ongoing activities

o Understand any Accenture planned Dynamics demand generation activities and help get Avanade connected to these as appropriate

o Maintain ongoing regular contact and ensure high visibility and access to Accenture Dynamics pipeline of opportunities and ensure that Avanade is connected as appropriate

o Participate in briefings and education sessions on Dynamics

· Develop relationship with solution alliance partners

o Understand the organization structure, and who is best positioned to support Avanade Dynamics market development

o Understand partner planned Dynamics demand generation activities and help get Avanade connected to these as appropriate

o Maintain ongoing regular contact and ensure high visibility and access to partner pipeline of opportunities and ensure that Region is connected as appropriate

o Ensure Avanade maximizes leverage of partner training and any other partner support availability in terms of funding for capability development, demand generation etc

o Support region(s) in leveraging alliance relationships as appropriate

o Act as point of escalation for any issues or requirements relating to Dynamics  alliance partners

· Dynamics Solutions & Capability

o Work with Avanade Americas Enterprise Business Solutions Team to develop Dynamics capability plans for region(s)

o Define Dynamics solution asset needs based on local market demands within region(s)

o Harvest and catalogue best of breed RFP’s, white papers, presentations and make available to the community

 

KNOWLEDGE AND SKILL REQUIREMENTS (TECHNICAL AND FUNCTIONAL):

· Strong business acumen

· Strong technical acumen and understanding of Dynamics from technical and functional perspective

· Good understanding of related Avanade solutions like Business Intelligence and Digital Collaboration

· Business Process Analysis and Design

· Experience of full life-cycle IT projects and sound awareness of project management methodologies

· Technical / Other Skills: Microsoft CRM, Microsoft Office Suite

Good understanding of the Microsoft stack / technologies

 

PROFESSIONAL BACKGROUND (EDUCATION & QUALIFICATIONS, YEARS OF EXPERIENCE)

· Technical university degree or equivalent required, advanced degree preferred

· 7+years experience in customer solution development and delivery with focus on Dynamics

 

PROFESSIONAL SKILLS:

· 10+ years IT Industry experience in consulting / services role with experience of working with senior management and executives

· Experience with formal development methodologies

· Understanding of Accenture and / or Microsoft organization is a plus

· Customer oriented attitude and excellent interpersonal skills

· Extensive pre-sales experience in proposal development, customer presentations / workshop conduct

· Outstanding communications skills – written and oral

· Demonstrated ability to be highly effective in a virtual team organization

· Excellent English oral and written skills are a prerequisite

· Willingness to travel several times per month

· Demonstrated success in leading and managing of people