Enterprise Security GTM Lead

Summary

AustraliaEnterpriseSecurityGTM Lead drivesAccenture Microsoft Business Group (AMBG) indirectchannel growth for theSecuritySolution Areaacrosstheenterprise and strategicclients.

The role requires deliberate orchestration: aligning incentives across Avanade, Accenture, and Microsoft; building shared planning rhythms; and actively shaping jointpipeline. The role creates client value by ensuring Avanade's contribution to joint Accenture and Microsoft pursuits is visible and well-led.

Core Accountabilities

• Owns the AMBGindirectpipeline and orchestration for the SA in theregion, driving AMBG signings and Avanade indirect-revenue targets.

• Primary AMBG counterpart relationship for theSolution Area. Owns Avanade's side of joint planning, joint pursuits, and joint qualification, and ensures clarity of ownership between the SA and Accenture account teams.

• Drives the Microsoft co-sell motion in AMBG joint pursuits, aligning Avanade, Accenture, and Microsoft around AI-ledpropositionsso AI adoption is part of how indirect deals are shaped and won.

• Aligns AMBG plans with the broader SA growthplanso the motion ladders into one SA agenda.

• Champions architect deployment, pod models, and similar mechanisms that scale Avanade's influence inside Accenture pursuits.

• Provides pre-sales origination support for relevantAMBG sellers, directing the pre-sales technical consultants deployed to this role, with operational authority over them and channel-aligned practitioners on shaped deals.

• Acts as an early-warning system on channel conflict, incentive misalignment, and AMBG-specific commercial risks.

• Contributes to x-SA pull-through on AMBG deals that span more than one SA.

• Works collaboratively with theRegionalMid-MarketGTM Lead to ensure channel discipline and integrated SA execution.

• Responsible for creating client value in AMBG pursuits, with active client engagement alongside Accenture and Microsoft counterparts, including shaping in joint pursuits and follow-on continuity.

• Personally,carries a sales contribution target alongside group metrics, aligned with the MD sales contribution cascade, and carries personal chargeability and marketutilizationexpectations consistent with standard plan type expectations (confirmed by the MU GM).

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Competencies Knowledge

To be successful in this role, you will bring:

• Deep technicalexpertiseand a strong understanding of contemporary Security practices, technologies, and industry trends.

• A proventrack recordof originating, leading, and successfully delivering complex Security engagements and transformation programs.

• Demonstrated success in building, leading, mentoring, and developing high-performing teams.

• Extensive experienceoperatingwithin 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 experienceidentifying, shaping, and delivering opportunities that drive business growth and client value.

Given the seniority and influence expected of a Security leader, you willpossesssignificantexpertisein 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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