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Sydney, New South Wales, Australia
Hybrid
Summary
Australia Enterprise Security GTM Lead drives Accenture Microsoft Business Group (AMBG) indirect channel growth for the Security Solution Area across the enterprise and strategic clients.
The role requires deliberate orchestration: aligning incentives across Avanade, Accenture, and Microsoft; building shared planning rhythms; and actively shaping joint pipeline. The role creates client value by ensuring Avanade's contribution to joint Accenture and Microsoft pursuits is visible and well-led.
Core Accountabilities
Owns the AMBG indirect pipeline and orchestration for the SA in the region, driving AMBG signings and Avanade indirect-revenue targets.
Primary AMBG counterpart relationship for the Solution Area. Owns Avanade's side of joint planning, joint pursuits, and joint qualification, and ensures clarity of ownership between the SA and Accenture account teams.
Drives the Microsoft co-sell motion in AMBG joint pursuits, aligning Avanade, Accenture, and Microsoft around AI-led propositions so AI adoption is part of how indirect deals are shaped and won.
Aligns AMBG plans with the broader SA growth plan so the motion ladders into one SA agenda.
Champions architect deployment, pod models, and similar mechanisms that scale Avanade's influence inside Accenture pursuits.
Provides pre-sales origination support for relevant AMBG sellers, directing the pre-sales technical consultants deployed to this role, with operational authority over them and channel-aligned practitioners on shaped deals.
Acts as an early-warning system on channel conflict, incentive misalignment, and AMBG-specific commercial risks.
Contributes to x-SA pull-through on AMBG deals that span more than one SA.
Works collaboratively with the Regional Mid-Market GTM Lead to ensure channel discipline and integrated SA execution.
Responsible for creating client value in AMBG pursuits, with active client engagement alongside Accenture and Microsoft counterparts, including shaping in joint pursuits and follow-on continuity.
Personally, carries a sales contribution target alongside group metrics, aligned with the MD sales contribution cascade, and carries personal chargeability and market utilization expectations consistent with standard plan type expectations (confirmed by the MU GM).
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Competencies Knowledge
To be successful in this role, you will bring:
Deep technical expertise and a strong understanding of contemporary Security practices, technologies, and industry trends.
A proven track record of originating, leading, and successfully delivering complex Security engagements and transformation programs.
Demonstrated success in building, leading, mentoring, and developing high-performing teams.
Extensive experience operating within a highly matrixed organisation, 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 experience identifying, shaping, and delivering opportunities that drive business growth and client value.
Given the seniority and influence expected of a Security leader, you will possess significant expertise in 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
You must be recognised as 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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