Avanade
Indirect Go-to-market Lead Data & AI
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Role Purpose
The Indirect Go-to-Market (GTM) Data and AI Lead will drive growth for the Solution Area through the indirect channel, with a particular focus on Accenture and Microsoft-sourced Enterprise demand.
This role exists because indirect growth does not happen by accident. It requires clear orchestration across Avanade, Accenture and Microsoft, deliberate joint planning, strong stakeholder management, early visibility of pipeline, and disciplined follow through from opportunity identification through shaping, qualification and conversion.
The role will be the single Avanade UK and Sweden (UKS) Data and AI-aligned lead for the indirect channel planning, helping ensure that Avanade’s contribution to joint Accenture and Microsoft pursuits is visible, valued and commercially well led.
The Indirect GTM Data and AI Lead is accountable for building and converting AMBG / Accenture-sourced and Microsoft-aligned pipeline for the Solution Area.
The role will work with the Solution Area Lead, Direct GTM Lead, Practice Lead, Accenture counterparts, Microsoft and Delivery to shape joint opportunities, reduce channel friction and ensure Daa and AI propositions are positioned early and effectively in client conversations.
Key Accountabilities
- Own the indirect channel pipeline for Data and AI in UKS, including sourcing, qualification, shaping, conversion and tracking.
- Build strong working relationships with relevant Accenture, AMBG and Microsoft stakeholders to create joint demand and improve visibility of Avanade’s role.
- Lead Avanade’s side of joint planning for Data and AI, ensuring ownership, target accounts, campaigns, propositions and follow-up actions are clear.
- Translate Microsoft and Accenture priorities into practical Data and AI pipeline and client opportunities.
- Shape propositions into indirect pursuits, ensuring Avanade is positioned for differentiated value, not late-stage fulfilment.
- Partner with Avanade indirect sales organization and Accenture account teams to identify where Data and AI can unlock opportunities in data platform transformation (Fabric and DataBricks), and AI transformation (pro-code, low-code and Data Science).
- Direct pre-sales technical consultants and solutioning support deployed to indirect channel opportunities.
- Provide the Solution Area Lead with a clear view of indirect channel health, including pipeline coverage, conversion, leakage, risks and priority actions.
- Act as an early-warning system for channel conflict, unclear ownership, incentive misalignment and commercial risk.
- Work collaboratively with the Direct GTM Lead to maintain channel discipline while ensuring one integrated Solution Area agenda.
- Contribute to x-SA pull-through where Data and AI is one part of a broader client transformation.
- Harvest insights from indirect pursuits to improve propositions, sales plays, enablement and repeatability.
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Success Measures
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- AMBG sales for Data and AI.
- Indirect Avanade revenue contribution.
- Joint pipeline creation and conversion rate with Accenture and Microsoft.
- Pipeline coverage, velocity, win rate and leakage reduction.
- Strength and consistency of joint planning rhythms with Accenture and Microsoft.
- Increased early involvement of Avanade in indirect opportunities.
- Contribution to x-SA indirect deals where Data and AI is part of a wider solution.
- Personal contribution to sales, chargeability and sales
Qualifications
Experience & Skills Required
- Strong understanding of Data platforms and AI driven transformation
- Proven ability to operate across organisational boundaries and manage complex stakeholder ecosystems.
- Commercial discipline, including pipeline management, qualification, deal shaping, pricing awareness and margin sensitivity.
- Strong relationship-building skills with the confidence to influence Accenture, Microsoft, Client Group and internal Solution Area stakeholders.
- Ability to identify and manage channel conflict constructively.
- Strong communication skills, with the ability to make ownership, next steps and commercial risks clear.
- Comfortable working in a matrix where success depends on influence, trust and follow-through rather than hierarchy.
- Experience in sales, GTM, alliances, Microsoft ecosystem, Accenture channel, client solutions or consulting growth roles.
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