<p>Role Overview</p> <p>The Senior Director, ERP GTM, SA Leadership is responsible for assisting the Global BizApps SA Lead in the development and execution of ERP go-to-market strategies, managing relationships with Microsoft and ecosystem partners, and supporting sales and market development efforts. This role drives alignment across Avanade's global functions, regions, and practices to ensure consistency, scalability, and responsiveness to client needs.</p> <p>Education, Certifications and Experience</p> <ul> <li>Education and/or experience in the relevant field/business </li><li>Likely has 15+ years' relevant ERP consulting experience, including solution sales, creation, delivery, and business management </li><li>Deep understanding of BizApps SA and cross-SA at strategic & technical level </li><li>Experience with and has existing relationships with Microsoft </li><li>Previous region experience preferred; deep knowledge of region operations </li></ul> <p>Key Performance Indicators</p> <ul> <li>Sales targets </li></ul> <p>o Sales yield by Solution Play/Hero, etc.</p> <p>o Sales pull through (Cross-SA/upsell)</p> <p>o New Client Acquisition & relationships</p> <p>o Mid-Market Sales & Revenue targets for global domain area</p> <ul> <li>Offering level sales targets </li><li>ROI on GTM investment </li></ul> <p>o Presales costs</p> <p>o Solution plays implementation in the CRM</p> <ul> <li>Leverage partner assets (e.g. ECIF) </li></ul> <p>o Microsoft Incentive Utilization</p> <p>Visit our blog to lean more about Avanade https://www.avanade.com/en/insights</p> <p>Base Salary Range:</p> <p>Washington: $198,000-235,000</p> <p>New York: $210,000-250,000</p> <p>Some of the best things about working at Avanade</p> <ul> <li>Opportunity to work for Microsoft's Global Alliance Partner of the Year, with exceptional development and training (minimum 80 hours per year for training and paid certifications) </li><li>Real-time access to technical and skilled resources globally </li><li>Dedicated career advisor to encourage your growth </li><li>Engaged and helpful coworkers genuinely interested in you </li></ul> <p>Find out more about some of our benefits Employee Benefits at Avanade | Avanade</p> <p>Key Accountabilities</p> <p>Go-to-Market Assets and Solutions</p> <ul> <li>Collaborate with Global SA Lead to define and execute ERP GTM strategies. </li><li>Lead packaging and scalability of ERP solution offerings across all markets. </li><li>Build strong connections with regional teams to harvest best practices and market insights. </li><li>Develop investment plans to support ERP GTM expansion. </li></ul> <p>Strategic Relationships with Microsoft and Ecosystem Partners</p> <ul> <li>Establish and nurture relationships with Microsoft's ERP SA and Area leadership. </li><li>Create and manage joint commercial models and go-to-market strategies. </li><li>Align with Microsoft's D365 ERP product roadmaps and campaigns; coordinate joint initiatives and co-sell events. </li><li>Lead quarterly business reviews with Microsoft sales leadership and leverage Microsoft resources (e.g., ECIF) to enhance client proposals. </li></ul> <p>Market Development and Sales Support</p> <ul> <li>Engage directly with clients through pitches, demos, & strategic deal management. </li><li>Serve as executive sponsor on key ERP deals and/or own a set of allocated accounts, especially for clients trying new go-to-markets </li><li>Act as an external market representative, participating in conferences, analyst/press engagements, and client events. </li><li>Collaborate on Avanade's market messaging for ERP and secure client references for strategic deals. </li></ul> <p>Functional Collaboration and Enablement</p> <p>Manage interlocks with Avanade nodes which include:</p> <ul> <li>Area/Regions: Support the enablement of GTM strategies across geos, aligning on best practices and adapting approaches to meet local needs. Work with Regions, COPs and ICOE for ERP strategy formulation. </li><li>Sales: Partner with Sales teams on client strategies, GTM KPIs, and ERP education for sellers, streamlining the value proposition. </li><li>Global Practices: Work with Global Practices to ensure skills, capabilities, and assets align with SA/Cross-SA needs. Contribute to solutioning templates & staffing plans. </li><li>Innovation: Participate in incubation squads for new GTM initiatives, identifying trends and early capabilities for scaling. </li><li>Solutioning & Delivery: Collaborate with Solutioning & Delivery to refine delivery strategies and align on pricing and asset development. </li><li>Marketing: Work with Marketing to support campaigns, materials, and global events, enhancing Avanade's external presence. </li><li>ICOE: Presales support for ERP GTM initiatives and asset development </li></ul> <p>Knowledge, Skills, and Abilities</p> <ul> <li>Business Development and Growth: Demonstrated experience supporting ERP business growth in a technology business through strategic planning and sales enablement, establishing market presence, and building client relationships. </li><li>Sales and Market Knowledge: Strong understanding of sales principles, business development, and marketing within complex organization. </li><li>Leadership and Collaboration: Effective leadership, communication, and collaboration skills, with the ability to influence and negotiate across teams and functions. </li><li>Technical Expertise in Solution Area: Proficiency in relevant technical/functional ERP domains with an understanding of end-to-end solution areas and cross-solution areas at a strategic and technical level. Experience delivering complex, client projects. </li><li>Project and Risk Management: ERP Consulting background focused on managing project risk, ensuring quality delivery, and driving client satisfaction. </li><li>Team and Partner Alignment: Skilled in managing relationships with offshore delivery teams and coordinating across internal and external partners, including Microsoft and Accenture. </li><li>Strategic Adaptability and Future Orientation: Ability to understand business impact, demonstrate value orientation, and be operations driven. Adapt GTM approaches to enable activation across Avanade to meet local and global market needs, with ability to look forward to future of tech and growth </li></ul>