At Avanade, we believe in making a genuine human impact in everything we do. We transform businesses and help our clients envision new paths forward; we uncover ways technology can improve the way we work and live; and provide opportunities for our people to leave the world better than we found it.

For more than two decades, we’ve tapped into the power of our people and cutting-edge Microsoft technology to deliver business-critical technology capabilities to thousands of organisations around the world. Our deep expertise and relentless commitment to client success is the reason we are Microsoft’s #1 global partner. We’re also driven by an innovative spirit and a growth mindset, and we value leaders who can bring the best out in our people and nurture their careers while inspiring excellence for our clients and one another.

Role Overview

The Cloud & AI Platforms Client Solutions Lead will play a key role in positioning and reinforcing Avanade UK as thought leader, helping organisations become AI-first frontier firms, delivering measurable business value, leveraging the Microsoft technology ecosystem. You will be the face of Avanade UK’s

Operationally, you will be accountable for translating Area and Global Client Solutions strategies into region-specific propositions and actions to achieve sales and go-to-market objectives for the Cloud & AI Platforms Solution Area and be a key contributor to cross-solution area initiatives.

The role also encompasses Apps & Infrastructure Client Solutions Lead which is one of two Client Solutions Lead roles within Cloud & AI Platforms (alongside Data & AI).

This role is responsible for driving the end-to-end success of a portfolio of propositions - from initial concept through to sales and go-to-market execution, delivery, and scalable growth.

The role is pivotal in accelerating Avanade’s mid-market growth strategy and requires strong collaboration across internal teams, including Sales and Practices, as well as with external partners such as Microsoft and Independent Software Vendors (ISVs). The role demands strategic leadership, stakeholder engagement, and a sharp focus on delivering value across the proposition lifecycle.

Key Responsibilities

1. Portfolio Leadership

Portfolio Strategy & Lifecycle Management:

• Define and evolve solution portfolio strategy for Apps & Infrastructure and Cloud & AI Platforms based on market trends, client needs, and competitive dynamics

• Evolve portfolio in line with market, and refine based on data and insights (including sales, pipeline, voice of the customer to name a few)

• Ensure global-local optimisation: leverage global assets while adapting for UK market requirements

Solution Development & Industrialisation:

• Translate market opportunities into productised, repeatable solutions with clear value propositions

• Partner with practices to enable proposition sales and delivery at scale

2. Market Activation & Demand Generation

GTM Strategy & Positioning:

• Develop compelling GTM narrative: "why this solution, why now, why Avanade" for mid-market buyers

• Create differentiated positioning against competitors (what others can't access / won't commit to / can't replicate)

• Drive thought leadership: published POV, external speaking engagements, analyst relationships, client advisory councils

Demand Generation & Pipeline Building:

• Collaborate with marketing to design campaigns that generate qualified pipeline

• Enable sales with compelling pitch decks, business cases, and case studies

3. Sales Enablement & Winning

Sales Motion Development:

• Create repeatable playbooks for target segments (SME&C, Majors Growth)

• Build channel co-sell motions with partners: Microsoft, ISV ecosystem

Direct Sales Support:

• Work closely with Sales to understand demand and client feedback, ensuring this is considered for optimising portfolio

• Engage in key opportunities and support sales team: support sales motions, present to clients

• Be an active Executive Sponsor for 2-3 key accounts and lighthouse clients successfully charting the path for impactful AI-led business transformation

4. Delivery Excellence & Client Outcomes

Delivery Model Optimisation:

• Partner with delivery leadership to standardise solution delivery

• Drive adoption of accelerators and AI augmentation to improve efficiency and margin

• Collaborate with UK Delivery Centre to scale delivery (and solutioning) of portfolio if offers

Client Success & Outcomes:

• Identify and articulate measurable client outcomes and value for each offer

• Track time-to-value, ROI achievement vs promise

5. Ecosystem Leverage & Partnerships

Partner Strategy & Alignment:

• Collaborate with Partner & Alliances team on solution-specific partnership strategy: Microsoft, ISVs, channel partners

• Evolve and enhance your portfolio by incorporating partner capabilities (where appropriate)

• Target 20% of pipeline from partner-sourced opportunities

Co-Sell Execution:

• Support Microsoft co-sell initiatives: joint account planning, coordinated GTM, shared pipeline

• Build ISV partnerships that expand addressable market or accelerate delivery

Knowledge, Skills and Ability

Operational Execution: Strong operational capabilities, with experience in tactical GTM execution and sales alignment.
Adaptability to Regional Needs: Skilled in adapting global and Area priorities to meet regional needs and market dynamics.
Collaboration with Partners: Collaborative approach with a focus on partner relationships, particularly with technology ISVs.
Performance Optimisation: Data-driven mindset, with expertise in measuring and optimising campaign and offering performance.
Influential Communication: Effective communicator with the ability to influence regional stakeholders and teams.
Microsoft Experience and Expertise: Demonstrate T-shaped capabilities across the breadth of Microsoft technologies with expertise in cloud platforms, data, security and business applications

Education, Certificates and Experience

Education and/or experience in the relevant field/business
10+ years of experience in GTM, sales, or related leadership roles, with a focus on regional operations.
Background in technology or consulting, with proven experience in managing campaigns and partnerships within a region.
Familiarity with Microsoft or similar strategic partnerships.

Accenture

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Cloud & AI Client Solutions Lead - UK