Modernisation- Cloud Specialist & GTM Lead

Avanade is growing rapidly in Microsoft’s Mid-market and Corporate space (the upper end of what Microsoft calls its SME&C segment) and has embarked in a journey to transform the IT Services market in that space.

Avanade is already serving hundreds of SME&C clients across AI Business Solutions, Cloud & AI Platforms, and Security. Our focus now is structure and repeatability — packaging 25 years of enterprise experience into scalable, predictable motions designed specifically for SME&C. To enable this- we have launched a dedicated SME&C Business Unit which will have Solution specific ‘Catalyst Squads’ which will be virtual teams taking an opportunity for prepackaged and repeatable ‘Catalyst Solutions’ from qualified lead through to delivery completion .

The Modernisation- Cloud Specialist & GTM Lead brings deep domain and industry knowledge to their Catalyst Squad – and uses it to move mid – market customers from uncertainty to commitment fast. They know the Frontier Solution catalogue, know what works for a 600 – person manufacturer or 1,000 – person financial services firm, and walk into customer conversations with conviction. They bring genuine innovation – practical agentic AI and platform capability that changes outcomes at this scale – not aspiration.

They lead a geographically distributed squad across the full customer lifecycle: outcome definition, readiness, delivery, adoption and operate /improve. They actively identify IP and reusable assets from squad delivery and collaborate with global squads to scale what works.

~50–60% of capacity is customer – facing. Reports to Area Catalyst Squads Lead.

Domain and industry – led customer engagement

• Bring opinionated, domain – deep and industry – relevant point of view to every customer conversation – know what good looks like for a mid – market customer in their sector and say so directly
• Identify what is blocking the customer from moving (confidence, capacity, readiness, sponsorship) and sequence the right Frontier Solution entry point to remove that blocker fast
• Bring innovation into the conversation where it matters – practical application of agentic AI, automation and platform capability that changes the outcome for a business at this scale, not theoretical roadmaps
• Move from first meeting to signed engagement in weeks, not months – designed for 2–4 – week deal cycles with empowered decision – makers

Full lifecycle outcome ownership

• Define business outcomes and value metrics at engagement start; own their realisation through delivery, adoption and into operate /improve
• Lead readiness and assessment solutions where required – fast, opinionated diagnostics that get customers to a decision, not extended discovery
• Stay engaged through operate and improve phases – identifying the next constraint, the next Frontier Solution opportunity and the next wave of value
• Run QBR cadence with customers; validate outcome achievement and build the forward roadmap

Squad leadership and IP creation

• Lead a geographically distributed squad of balanced capability – architects, delivery consultants, change and adoption specialists across market units
• Build squad capability: develop team members, manage utilisation and ensure the squad has the domain depth and industry knowledge required to deliver Frontier Solutions with conviction
• Actively identify reusable patterns, assets and IP from squad delivery – accelerators, playbooks, outcome models, agentic components – and collaborate with global squads and Catalyst Solutions to scale what works
• Contribute innovations from the field: new solution patterns, industry – specific approaches and agentic applications that sharpen the global Frontier Solutions portfolio

Microsoft co – sell and commercial execution

• Co – sell directly with Microsoft ATU/STU – connecting Frontier Solutions to the customer's Microsoft investment and platform roadmap in language the customer and Microsoft field both understand
• Configure the commercial bundle with the CSP Specialist; ensure pricing and co – investment structure removes friction to proceeding
• Brief the Solution Architect on transformation context and outcome priorities, work as a unit on pre – sales and delivery

Key Performance Indicators

• Win rate: >45% on qualified opportunities pursued
• Customer advocacy (NPS): >40 per engagement
• Net Revenue Retention: >120% across managed customer base
• Expansion rate: >30% of customers purchasing next – wave Catalyst Solutions within 12 months
• % deals solutioned with AI: proportion of deals with SP51 AI efficiency tag ( EvolveAI )
• Microsoft co – sell contribution

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• Craft & technical

• Deep domain knowledge in the squad's primary domain
• Industry fluency in the sectors that matter to the squad – knows the business model, the pressure points and the Microsoft platform patterns that work for those customers
• Outcome definition, value modelling and ROI/TCO construction for mid – market buyers
• Full lifecycle capability: assess and readiness, implementation, adoption, operate and improve
• Agentic AI practical application – knows where it genuinely changes outcomes at mid – market scale and positions it with conviction
• IP identification and productization from squad delivery

Behavioural

• Opinionated and direct – tells customers what to do based on experience, doesn't over – facilitate
• Brings innovation with pragmatism – introduces what's new where it genuinely matters, not for its own sake
• Velocity oriented – optimised for fast cycles, iterative execution and momentum over perfection
• Commercially sharp – sequences engagements for long – term value and NRR, not just deal close

Leadership

• L eads distributed, balanced – capability squads across geographies with clear outcome accountability
• Develops domain and industry depth in the squad through visible craft standards and collaborative delivery
• Builds relationships at MD/Director/VP level in SME&C customer organisations – trusted because of what they know, not just who they are

Knowledge, Skills, and Abilities

• Domain and/or industry depth: Genuine expertise in the squad's primary CSA domain and the industries that matter to the squad — knows the business model, pressure points and Microsoft patterns that work for those customers.
• Transformation advisory with pragmatism: Removes customer blockers fast using Frontier Solution patterns; doesn't over-discover or over-design. Opinionated and direct.
• Full lifecycle capability: Personally capable across the full arc: assess and readiness, implementation, adoption, operate and improvement .
• Innovation application: Knows where agentic AI and platform innovation genuinely changes outcomes at mid-market scale; positions it with conviction, not as aspiration.
• IP identification: Recognizes reusable patterns in squad delivery and drives their productization into the global Frontier Solutions catalogue.
• Player-coach squad leadership: Leads a distributed, balanced-capability squad with clear outcome accountability while remaining personally active in customer delivery.

Education, Certifications and Experience

• 8+ years in technology consulting with a strong transformation and delivery track record in at least one Microsoft CSA domain
• Demonstrable domain depth and industry knowledge – not generalist; can walk into a sector-specific customer conversation with immediate credibility
• Track record of owning NRR and customer expansion – accountable for what happens after delivery, not just the engagement itself
• Experience leading distributed squads or teams across geographies, with utilization and outcome accountability
• Mid-market client experience strongly preferred – comfortable with faster cycles and more direct customer accountability than large enterprise
• Active Microsoft certifications in the relevant CSA domain preferred

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