The Indirect Go-to-Market (GTM) AI Workforce Lead will drive growth for the Solution Area through the indirect channel, with a particular focus on Accenture and Microsoft-sourced 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) AI Workforce-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.
Role purpose
The Indirect GTM AI Workforce 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, Client Groups, Accenture counterparts, Microsoft and Delivery to shape joint opportunities, reduce channel friction and ensure AI Workforce propositions are positioned early and effectively in client conversations.
Key Accountabilities
- Own the indirect channel pipeline for AI Workforce 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 AI Workforce, ensuring ownership, target accounts, campaigns, propositions and follow-up actions are clear.
- Translate Microsoft and Accenture priorities into practical AI Workforce pipeline and client opportunities.
- Shape AI-led workplace propositions into indirect pursuits, ensuring Avanade is positioned for differentiated value, not late-stage fulfilment.
- Partner with Client Groups and Accenture account teams to identify where AI Workforce can unlock productivity, employee experience, adoption, Copilot impact and broader transformation outcomes.
- 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 AI Workforce is one part of a broader client transformation.
- Ensure pursuits are shaped with strong commercial discipline, including pricing, delivery confidence and Sold CCI integrity.
- Harvest insights from indirect pursuits to improve propositions, sales plays, enablement and repeatability.
Success measures
- Indirect / AMBG sales and signings for AI Workforce.
- Indirect revenue contribution.
- Joint pipeline creation and conversion rate with Accenture and Microsoft.
- Pipeline coverage, velocity, win rate and leakage reduction.
- Sold CCI quality on indirect pursuits.
- 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 AI Workforce is part of a wider solution.
Qualifications
Experience and skills required
- Experience in sales, GTM, alliances, Microsoft ecosystem, Accenture channel, client solutions or consulting growth roles.
- Strong understanding of AI-enabled workplace, Microsoft 365, Copilot, employee experience, adoption, change and productivity 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.
