Sales Lead – SME&C Industry

Hiring location: Nationwide (United States). Open to candidates located anywhere within the U.S.

About the role

We are seeking a high-impact Sales Leader to drive growth across our Small, Medium Enterprises & Channel (SME&C) US Industry business in close partnership with Microsoft and Avanade leadership. This is a unique opportunity to build and lead a high-performing sales team, shape go-to-market strategy, and play a key role in driving joint success within the Microsoft ecosystem. You’ll coach and inspire Business Development Executives, lead with a data-driven mindset, and stay personally engaged in strategic opportunities to accelerate growth and deliver meaningful business outcomes.

Responsibilities

• Develop and maintain executive-level relationships across Microsoft industry, solution, and field leadership teams to accelerate co-sell opportunities and strengthen Avanade's position within the Microsoft ecosystem.
• Influence Microsoft priorities, funding, and seller alignment.
• Work with sellers, industry leadership, solution areas, and client services teams to develop joint account planning and territory motions.
• Work with Microsoft to position Avanade as the preferred services partner.
• Own industry growth strategy across the SME&C US Industry segment, identifying growth markets, solution priorities, whitespace opportunities, and investments required to exceed business targets.
• Coach, recruit, and manage performance of Business Development Executives.
• Drive forecast accuracy, pipeline coverage, opportunity progression, and inspection rhythms to ensure sustainable attainment and predictable business performance.
• Champion Avanade's AI and Frontier Firm strategies, ensuring sales teams effectively position business transformation, data, AI, security, and Microsoft cloud capabilities with clients.
• Lead through influence across solution sales, marketing, industry, delivery, Microsoft, and Accenture stakeholders to execute coordinated growth strategies.
• Build a diverse, high-performing sales organization through coaching, talent development, succession planning, and creating future sales leaders.

Requirements

• 10+ years leading enterprise technology, consulting, or professional services sales organizations.
• Proven experience building and managing high-performing sales teams.
• Strong understanding of Microsoft's commercial sales organization and co-sell motions.
• Experience leading industry or regional sales businesses with revenue accountability.
• Experience overseeing multi-million-dollar pipeline and revenue targets.
• Executive presence with ability to build trusted relationships with C-level clients, Microsoft leadership, and internal stakeholders.
• Strong operational rigor with forecasting, pipeline governance, and business performance management.
• Demonstrated success driving sales growth through ecosystem relationships and strategic partnerships.
• Experience driving AI, cloud, digital transformation, and managed services growth.
• Deep understanding of one or more industries including SDP, Manufacturing, Retail & CPG.
• Data-driven decision maker with strong business and financial acumen.

Leadership expectations

• Act as the US Leader for the SME&C Industry business, accountable for revenue growth, market expansion, talent development, and strategic execution.
• Foster a culture of accountability, collaboration, inclusion, and continuous improvement.
• Serve as a visible leader both internally and externally, representing Avanade in industry events, Microsoft engagements, and client executive discussions.
• Drive adoption of AI-enabled selling practices and modern sales methodologies.

About You

Characteristics that can spell success for this role:

• You are a growth-minded leader who inspires teams and delivers results.
• You build strong relationships and influence stakeholders at every level.
• You think strategically and use data to drive decisions.
• You thrive in collaborative environments and align teams around a shared vision.
• You are passionate about AI, cloud, and helping clients achieve meaningful business outcomes.

Benefits

• Opportunity to work for Microsoft’s Global Alliance Partner of the Year (20 years in a row).
• Exceptional development and training (minimum 80 hours per year for training and paid certifications).
• Real-time access to technical and skilled resources globally.
• Dedicated career advisor to encourage your growth.
• Engaged and helpful coworkers genuinely interested in you.
• Market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage.
• 401(k) plan with company match.
• Bonus opportunities.
• Paid holidays and paid time off.

Pay

Compensation varies depending on office location, role, skill set, and level of experience. The following salary ranges are provided as required by local law:

• California: $163,200 to $193,800
• Cleveland: $163,200 to $193,800
• Colorado: $163,200 to $193,800
• District of Columbia: $163,200 to $193,800
• Illinois: $163,200 to $193,800
• Maryland: $163,200 to $193,800
• Massachusetts: $163,200 to $193,800
• Minnesota: $163,200 to $193,800
• New York: $163,200 to $193,800
• New Jersey: $163,200 to $193,800
• Washington: $163,200 to $193,800
• Maine: $163,200 to $193,800
• Virginia: $163,200 to $193,800

In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan, based on achievement toward individual sales targets, subject to Plan terms.