The Japan region is essential to Avanade’s Asia Pacific areas growth with annual growth rates in excess of 30% for both sales and revenue and with favourable market conditions with a high presence in both the private sector as well as in the public sector. Role Overview The Application and Infrastructure Region Solution Area Lead shapes and executes the go-to-market (GTM) strategy for an assigned SA or cross-SA in a region, ensuring full alignment between Avanade and Microsoft for all regional GTM initiatives. This role is responsible for leveraging competitive GTM motions and assets and driving growth in the region in alignment with established plans and targets within Application and Infrastructure space. This role will serve as the key region interlock with Microsoft and ecosystem partners, connecting Avanade to their regional growth agendas and overseeing execution of joint growth objectives. This role will partner with practice leadership to ensure the region has the skills and talent necessary to deliver planned solutions. Key Accountabilities Go-to-Market Strategy, Assets and Solutions * Go-to-Market Strategy: Own and execute the local GTM plans for assigned SA in close collaboration with region leadership. * Portfolio Leadership: Represent the SA in the region, providing feedback to Global/Area SA Lead to influence evolutions or changes to SA GTM motions and assets to ensure market relevance and differentiation. Provide GTM ideas and assets to global/area for potential deployment worldwide. * Quality and Best Practices: Showcase successful projects across the region and share with global as examples of value proposition. * Monitor Success: Track progress toward SA targets, addressing challenges and gaps with leadership. Strategic Relationships with Microsoft and Ecosystem Partners * Partner Collaboration: Establish and sustain close working relationships with Microsoft and as applicable, relevant ISV partners locally. Align region SA strategies and priorities with these partners, including collaborative approaches to joint pursuits. * Microsoft Alignment and Issue Resolution: Drive shared objectives to maintain our Microsoft-centric competitive edge within the region, managing the health of the partnership at the regional level to ensure alignment on priorities & resolve issues. * Innovation Activation: Leverage Practice insights to stay informed of SA updates to understand implications for Avanade within the region. Combine this with local client insights to support regional investment decisions and contribute to the global innovation agenda Market Development and Sales Support * Strategic Market Positioning: Collaborate with region Sales and Marketing to position the SA effectively within the region, tailoring global narratives and positioning materials. * Deal Support: Drive awareness and adoption of SA GTM motions and assets. Represent the SA and provide expertise in pursuits. Partner with sales and client teams to develop compelling client proposals showcasing SA differentiation. * Client Engagement: Serve as executive sponsor for client accounts. Collaborate with Practices to ensure industry insights are integrated into products and initiatives. * Thought Leadership: Serve as a recognized SA thought leader maintaining visible presence as trusted expert. Drive development of SA expertise to enable AVD to sell and deliver SA motions effectively. Key Performance Indicators * Sales targets * Region sales yield by Solution Play/Hero, etc. * Region ales pull through (Cross-SA/upsell) * Region New Client Acquisition & relationships * Regional Mid-Market Sales & Revenue targets for global domain area * Region offering level sales targets * Region ROI on GTM investment * Presales costs * Solution plays implementation in the CRM * Region leverage partner assets (e.g. ECIF) * Microsoft Incentive Utilization Knowledge, Skills, and Abilities * Solution Area Expertise: Deep understanding of SA and cross-SA at strategic & technical level * Business Growth Expertise: Proven experience in growing a technology business through strategic and sales leadership, establishing regional market presence, and developing high-value client relationships. * Sales and Channel Management: Strong background in sales, marketing, and channel management with effective collaboration skills matrixed environments. * Leadership and Executive Influence: Strong leadership, communication, and negotiation skills, with a demonstrated executive presence to influence clients at leadership levels and partner executives. * Financial and Strategic Acumen: Financial and business acumen, with experience in budget management, investment planning, and driving innovation aligned with market trends. * Change Management and Scalability: Proven ability to implement change and scale new GTM strategies to meet evolving client and market demand Education, Certifications and Experience * Education and/or experience in the relevant field/business * Likely has 12+ years’ relevant technology business leadership experience, including solution sales, creation, delivery, and business management * Highly experienced with and has existing relationships with Microsoft We work hard to provide an inclusive, diverse culture with a deep sense of belonging for all our employees. Avanade believes that all persons are entitled to equal employment opportunities, and we do not discriminate against our employees, applicants, or job seekers because of their race, color, gender, religion, national origin, disability, veteran status, age, marital status, sexual orientation, genetic information, gender identity, or any other protect group status as defined by law.