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.