Mid-Market Security GTM Lead

Summary

AustraliaMid-MarketSecurityGTM Lead drives direct-channel growth for theSecuritySolution Areaacrossthemid-marketincludingSmallMediumEnterprise&Corporate(SME&C)clients.

The role owns the Security demand-generation and pipeline-conversion engine for themid-marketchannel, creating client value through deliberate origination, Microsoft-aligned securitypropositionsand 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 qualifiedpipeline, signings,revenueand recurring growth. The role tailors the motion by client segment: strategic transformation and platform-ledprogrammesas well asrepeatable, funded, velocity-led offers formid-market clients.

Core Accountabilities

• Owns the pipelineincludingsourcing, qualification, coverage,progressionand conversionand drives direct signings,revenueandrecurring-revenuetargets.

• Owns commercial shaping for Security deals, including value case, pricing, deal construction, funding and investment pathways,managed servicesattach, risk discipline and Sold CCI integrity at deal level.

• Drives Microsoft Securityco-sell with the relevant account and specialist teams, aligning Avanade propositions to clients’ Microsoft investments,marketplaceand 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-salestechnical consultants and security specialists deployedtothe role. Has operational authority over them and over direct-channel-aligned practitioners on shaped deals, while partnering with the Security PracticeLeadtoassuresolution quality,capacityand deliverability.

• Provides theoverall regionalSecurity 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.

• Localisesglobal Security GTMs for the MU and builds segment-appropriate plays: enterprise transformation motions for strategic accounts and repeatable assess-modernise-operateoffers for corporate, mid-market and SME&C clients. Harvests successful MU propositions,assetsand 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, modernworkand business-transformation deals.

• Works collaboratively withregionalSales leadership, client account teams and the Security PracticeLeadtomaintainchannel 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, tomobilisationand post-close continuity that enables adoption,renewaland expansion.

• Personally,carries a Security sales-contribution target alongside group metrics, aligned with the MD sales-contribution cascade, and carries personal chargeability and market-utilisationexpectations consistent with standard plan-type expectations confirmed by theregionalGM.

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Core Competency

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 matrixedorganisation, 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 Securityleader, 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

Youmustberecognisedas 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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