Mid-Market Security GTM Lead

Australia Mid-Market Security GTM Lead drives direct-channel growth for the Security Solution Area across the mid-market including S mall M edium E nterprise & C orporate (SME&C) clients.

The role owns the Security demand-generation and pipeline-conversion engine for the mid-market channel, creating client value through deliberate origination, Microsoft-aligned security propositions and disciplined commercial shaping. It converts security priorities - cyber resilience, Microsoft security platform consolidation, identity and Zero Trust, data and AI security, cloud security, and managed security services - into qualified pipeline , signings, revenue and recurring growth. The role tailors the motion by client segment: strategic transformation and platform-led programmes as well as repeatable, funded, velocity-led offers for mid-market clients .

Core Accountabilities

• Owns the pipeline including sourcing, qualification, coverage, progression and conversion and drives direct signings, revenue and recurring-revenue targets.
• Owns commercial shaping for Security deals, including value case, pricing, deal construction, funding and investment pathways, managed services attach, risk discipline and Sold CCI integrity at deal level.
• Drives Microsoft Security co-sell with the relevant account and specialist teams, aligning Avanade propositions to clients’ Microsoft investments, marketplace and funding mechanisms. Builds AI-led security propositions into the direct pipeline, including securing AI adoption and applying AI to security operations.
• Owns Security pre-sales for direct origination, directing the pre- sales technical consultants and security specialists deployed to the role. Has operational authority over them and over direct-channel-aligned practitioners on shaped deals, while partnering with the Security Practice Lead to assure solution quality, capacity and deliverability.
• Provides the overall regional Security Solution Area Lead with a clear, current view of direct-channel health by segment and security play, including coverage, velocity, win rate, leakage, margin, forecast confidence and managed-services attach.
• Localises global Security GTMs for the MU and builds segment-appropriate plays: enterprise transformation motions for strategic accounts and repeatable assess– modernise – operate offers for corporate, mid-market and SME&C clients. Harvests successful MU propositions, assets and client evidence for regional and global scale.
• Drives cross-Solution Area pull-through where Security is an entry point, control plane or mandatory workstream in AI, cloud, data, applications, modern work and business-transformation deals.
• Works collaboratively with regional Sales leadership, client account teams and the Security Practice Lead to maintain channel discipline, coordinated account coverage and one integrated Security growth plan.
• Creates measurable client value in direct Security pursuits through active executive engagement across the deal lifecycle - from CISO and business-stakeholder agenda setting and opportunity shaping, through pursuit and negotiation, to mobilisation and post-close continuity that enables adoption, renewal and expansion.
• Personally, carries a Security sales-contribution target alongside group metrics, aligned with the MD sales-contribution cascade, and carries personal chargeability and market- utilisation expectations consistent with standard plan-type expectations confirmed by the regional GM.

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To be successful in this role, you will bring

• Deep technical expertise and a strong understanding of contemporary Security practices, technologies, and industry trends.
• A proven track record of originating, leading, and successfully delivering complex Security engagements and transformation programs.
• Demonstrated success in building, leading, mentoring, and developing high-performing teams.
• Extensive experience operating within a highly matrixed organisation , with a proven ability to collaborate and influence across the Avanade, Microsoft, and Accenture ecosystem.
• Strong client relationship management skills, including the ability to engage and influence senior stakeholders and trusted advisor relationships at executive levels.
• A commercial mindset with experience identifying , shaping, and delivering opportunities that drive business growth and client value.

Given the seniority and influence expected of a Security leader , you will possess significant expertise in one or more of the following Security domains:

• Cybersecurity Strategy and Governance
• Identity and Access Management (IAM)
• Application Security
• Cloud and Infrastructure Security
• Data Security and Protection
• Platform and Workplace Security
• Managed Security Services

You must be recognised as a trusted Security leader, combining deep technical credibility with strong commercial acumen, strategic thinking, and the ability to lead clients through complex security transformations.

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