Summary

Australia Mid-Market Security GTM Lead drives direct-channel growth for the Security Solution Area across the mid-market including Small Medium Enterprise & Corporate (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.