Mid-Market Security GTM Lead

About the role

The Mid-Market Security GTM Lead drives direct‑channel growth for Accenture’s Security Solution Area across the mid‑market in Australia. The role owns demand generation, pipeline conversion and revenue targets, shaping security propositions that align with Microsoft investments and emerging AI technologies.

Key responsibilities

• Own the end‑to‑end pipeline – sourcing, qualification, progression and conversion – to meet signings, revenue and recurring‑revenue targets.
• Shape commercial terms for security deals, including value cases, pricing, funding pathways and managed‑services attachment.
• Lead Microsoft security co‑sell initiatives, aligning Avanade propositions with client Microsoft investments and marketplace funding.
• Develop AI‑led security propositions, securing AI adoption and applying AI to security operations.
• Direct pre‑sales technical consultants and security specialists, ensuring solution quality and deliverability.
• Provide regional leadership with visibility on channel health, coverage, velocity, win rates and margin.

Required profile

• Deep technical expertise in contemporary security practices and industry trends.
• Proven track record of originating and delivering complex security engagements and transformation programs.
• Experience building, leading and mentoring high‑performing teams.
• Strong ability to collaborate and influence across a matrixed organisation, including Accenture, Avanade and Microsoft ecosystems.
• Excellent client relationship management with senior‑level executive engagement.
• Commercial mindset with experience shaping and delivering growth‑driving opportunities.

Required skills

• Microsoft security platform expertise.
• AI‑enabled security solutions.
• Cloud and infrastructure security.
• Identity and Access Management (IAM) and Zero Trust.
• Data security and protection.
• Managed security services.