IAM GTM & seller enablement (primary)

• Own the UK IAM narrative and differentiation: Microsoft Entra-first (Entra ID, Entra Suite/E7 positioning, Identity Protection, governance and lifecycle foundations etc.).
• Own the UK Security narrative and capability for identity‑centric AI security, including Microsoft Agent 365, Copilot, and agent‑based workloads, where identity, permissions, and trust boundaries are the primary control mechanisms.
• Define how agent identities, agent permissions, human‑to‑agent and agent‑to‑agent trust, and data access are governed, monitored, and secured using Microsoft Entra and the broader Microsoft Security stack.
• Ensure IAM offerings explicitly address AI‑driven risk scenarios, including delegated agent access, over‑privileged identities, lateral agent movement, and non‑human identity sprawl.
• Position Identity as the foundational security layer for AI adoption, pulling through Entra, E7, Purview, Defender, and AI Security conversations as a single, coherent value proposition.
• Build IAM‑led GTM plays where AI security, Copilot adoption, and Agent 365 are anchored in identity governance, access control, and trust, positioning IAM as the entry point rather than an implementation afterthought.
• Build practical seller enablement: talk tracks, qualification prompts, value proof, commercial guardrails, “what good looks like” etc.
• Create repeatable plays by industry and account segment where identity is the control plane for transformation and AI adoption.

Presales leadership & solutioning

• Lead solutioning for complex IAM pursuits with UK IAM Solution Architect: scope, approach, commercials, delivery model, risks, and dependencies.
• Drive fast, outcome-led client entry motions (e.g., Entra security & resilience assessment, identity modernisation, governance quick starts etc).
• Work with Microsoft where relevant to accelerate co-sell and secure sponsorship (without diluting Microsoft-first stance).

Delivery quality, escalation & governance (shared accountability)

• Own IAM delivery quality and programme health: QA gates, architecture assurance, delivery risk management, and escalation resolution (shared with delivery leads).
• Ensure delivery standards produce repeatable outcomes and strong client confidence (not bespoke reinvention).
• Embed modern identity security realities into delivery (identity threat, resilience, response readiness) beyond “implementation complete” to expand Microsoft security footprint.

Capability, assets & IP

• Build reusable assets across:
  • assessment/diagnostics,
  • reference architectures and design patterns,
  • migration patterns (hybrid/legacy modernisation),
  • automation (PowerShell, Graph/API patterns),
  • runbooks and onboarding templates.
• Establish a clear lifecycle across project → asset → offer → service to compound capability and drive recurring revenue.

Identity MSS interlock (modular component of wider MSS suite, separate accountability)

• Define the “handshake” from projects into Identity MSS: what must be true at handover, onboarding artefacts, operational KPIs / reporting, continuous improvement backlog and ownership boundaries.
• Partner closely with the MSS Lead to ensure Identity MSS is scalable and commercially viable, without blurring accountability.

Partner leverage (where supporting Microsoft-first outcomes)

• Build and support the Partner Ecosystem team to manage relevant partner alliances when needed (e.g., migration from non-Microsoft IDPs; selective IGA integration etc.) always anchored to a Microsoft-first end state.

Culture, leadership & people development (mentorship)

• Act as a high-trust, high-autonomy, high-standards leader who raises quality, pace, and ambition.
• Provide mentorship and capability development through Career Advisor responsibilities and informal leadership especially for Solution Architects and emerging IAM talent.

Qualifications

Essential Experience

• Proven track record building and scaling IAM capability in a consulting environment: sell + solution + deliver + industrialise. However, this role primarily focuses on sell, solution and industrialise with minor delivery oversight.
• Deep Microsoft Entra leadership across:
  • Entra ID security and configuration
  • Conditional Access, authentication strength, Identity Protection
  • Identity governance and lifecycle foundations (JML and provisioning patterns)
  • X-to-Entra migrations, driving Microsoft first identity journeys.
• Demonstrated ability to translate emerging Microsoft platform shifts (e.g. Agent 365, Copilot, AI‑enabled security) into credible client narratives, offers, and delivery patterns, with Identity positioned as the primary security control.
• Strong understanding of workforce IAM and hybrid/legacy identity modernisation (AD and modern identity patterns).
• Senior stakeholder presence: able to operate credibly with CISOs/CIOs and internally influence sellers and architects.

Desirable Experience

• Security operations awareness: monitoring/logging patterns, identity investigations, and integration with broader security services.
• Customer Identity and Access Management (CIAM)/B2C experience.

Non-negotiable behaviours (fit & performance)

• Microsoft-first mindset as an exclusive stance.
• “Start-up mentality”: hungry, creative, ambitious, pace-driven, ownership-led.
• Able to form and articulate a clear point of view on how identity, AI agents, and automation change the security model, rather than waiting for vendor‑led narratives.
• Builds through others: sets direction, creates clarity, removes blockers, demands quality without creating dependency.
• Comfortable operating in a high-ambition peer group with shared standards and high autonomy.

Measures Of Success (how Performance Is Judged)

• Influenced revenue against soft target (pipeline creation and conversion).
• Win rate and cycle time improvement for IAM pursuits.
• Delivery health: reduced escalations, stronger QA, predictable outcomes.
• Reuse rate and adoption of IAM assets/standard approaches.
• Successful, measurable conversion path from IAM projects into Identity MSS.