{"id":3049823,"url":"https://alion.io/job/avanade-mid-market-security-gtm-lead","title":"Mid-Market Security GTM Lead","company":{"id":712684,"name":"Avanade","domain":"avanade.com","url":"https://alion.io/company/avanade-3","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":80,"open_postings":106,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":13,"computed_at":"2026-10-23T05:54:15Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Sydney, Australia","Brisbane, Australia","Melbourne, Australia"],"countries":["AU"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"IAM","optional":false},{"name":"Zero Trust","optional":false}],"status":"live","first_seen_at":"2026-09-17T00:00:00Z","employer_posted_date":"2026-09-17","last_verified_at":"2026-10-23T03:59:49Z","board_verified":true,"closed_at":null,"days_open":37,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":37},"description":"Summary\nAustraliaMid-MarketSecurityGTM Lead drives direct-channel growth for theSecuritySolution Areaacrossthemid-marketincludingSmallMediumEnterprise&Corporate(SME&C)clients.\nThe 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.\nCore Accountabilities\nOwns the pipelineincludingsourcing, qualification, coverage,progressionand conversionand drives direct signings,revenueandrecurring-revenuetargets.\n\nOwns 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.\n\nDrives 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.\n\nOwns 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.\n\nProvides 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.\n\nLocalisesglobal 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.\n\nDrives 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.\n\nWorks collaboratively withregionalSales leadership, client account teams and the Security PracticeLeadtomaintainchannel discipline, coordinated account coverage and one integrated Security growth plan.\n\nCreates 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.\n\nPersonally,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.\n\n.\nCore Competency\nTo be successful in this role, you will bring:\nDeep technicalexpertiseand a strong understanding of contemporary Security practices, technologies, and industry trends.\n\nA proventrack recordof originating, leading, and successfully delivering complex Security engagements and transformation programs.\n\nDemonstrated success in building, leading, mentoring, and developing high-performing teams.\n\nExtensive experienceoperatingwithin a highly matrixedorganisation, with a proven ability to collaborate and influence across the Avanade, Microsoft, and Accenture ecosystem.\n\nStrong client relationship management skills, including the ability to engage and influence senior stakeholders and trusted advisor relationships at executive levels.\n\nA commercial mindset with experienceidentifying, shaping, and delivering opportunities that drive business growth and client value.\n\nGiven the seniority and influence expected of a Securityleader, you willpossesssignificantexpertisein one or more of the following Security domains:\nCybersecurity Strategy and Governance\n\nIdentity and Access Management (IAM)\n\nApplication Security\n\nCloud and Infrastructure Security\n\nData Security and Protection\n\nPlatform and Workplace Security\n\nManaged Security Services\n\nYoumustberecognisedas a trusted Security leader, combining deep technical credibility with strong commercial acumen, strategic thinking, and the ability to lead clients through complex security transformations.\n.","description_format":"text","description_chars":4878,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Professional 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