Avanade
Security Client Solutions & Growth Manager (Microsoft Security)
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Overview
The Security Client Solutions & Growth Manager is a dedicated Microsoft Security growth and opportunity generation specialist responsible for creating, qualifying and advancing security pipeline across Avanade's client portfolio.
This is a market-facing, client-facing role sitting within the Security Practice, focused exclusively on identifying customer challenges, creating demand, shaping opportunities and accelerating Microsoft Security growth. Success in this role is measured primarily through security pipeline generation, opportunity creation, stakeholder engagement and progression of opportunities through qualification stages.
Unlike traditional consulting or solution architecture positions, this role carries no delivery utilisation target and is not expected to lead technical implementation activities. Instead, the role acts as the front-end growth engine for the Security Practice, engaging customers, facilitating strategic security discussions, identifying opportunities and building executive sponsorship for Microsoft Security investments and transformation programmes. Detailed solution architecture, pricing, Statements of Work and technical solution development will be provided by dedicated Security Solution Architects and engineering specialists.
The successful candidate will combine strong security consulting credibility with commercial acumen, executive presence and a passion for helping organisations solve complex business challenges through Microsoft Security technologies.
This role is a full-time growth position with a 0% chargeability target and is measured primarily on pipeline generation and contribution to practice growth.
Key Responsibilities
Pipeline Generation & Opportunity Creation
- Own the creation and development of Microsoft Security pipeline opportunities across new and existing clients.
- Identify, qualify and progress security opportunities through agreed sales qualification stages.
- Build and maintain a robust pipeline of Microsoft Security consulting, transformation and managed service opportunities.
- Work closely with account teams, client leads and industry teams to identify security growth opportunities.
- Develop and execute opportunity generation campaigns aligned to Security Practice priorities.
- Create market awareness and client demand around Microsoft Security capabilities and services.
- Contribute directly to Security Practice growth targets through qualified pipeline creation.
Executive Client Engagement
- Build trusted relationships with executive and senior client stakeholders.
- Lead strategic security conversations with business and technology decision makers.
- Facilitate security discovery workshops and advisory discussions designed to uncover client challenges and opportunities.
- Engage with customer leadership teams to understand business priorities, risks, transformation programmes and investment drivers.
- Establish executive sponsorship for security initiatives and programmes.
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Security Opportunity Shaping
- Translate customer business challenges into security opportunities and strategic initiatives.
- Articulate the value of Microsoft Security investments and transformation programmes.
- Develop high-level business cases, value propositions and executive presentations.
- Collaborate with Security Solution Architects to transition qualified opportunities into formal solution development and sales cycles.
- Remain actively involved throughout the sales lifecycle as the business lead and trusted advisor.
Microsoft Security Advisory
- Maintain strong knowledge of Microsoft's security portfolio, including:
- Microsoft Security Copilot
- Microsoft Entra
- Microsoft Defender
- Microsoft Sentinel
- Microsoft Purview
- Microsoft Intune
- Defender for Cloud
- Microsoft E5 and E7 Security
- Microsoft AI Security capabilities
- Conduct high-level security discussions and assessments sufficient to identify opportunities and value creation.
- Provide strategic advice and recommendations without requiring detailed architecture ownership.
- Stay current with Microsoft's evolving security strategy, licensing and market positioning.
Business Growth & Go-To-Market
- Contribute to the development and execution of Security Practice growth strategies.
- Support Microsoft co-sell, joint go-to-market and partner initiatives.
- Represent Avanade at client events, workshops, seminars and industry engagements.
- Produce thought leadership, presentations, blogs and market-facing content to support demand generation.
- Help shape and refine Security Practice offerings and opportunity generation approaches.
Success Measures
Performance in this role will primarily be measured through:
- Qualified pipeline generated.
- Qualified opportunities created.
- Opportunity progression through agreed sales stages.
- Security revenue influence and contribution.
- Executive stakeholder relationships created and maintained.
- Microsoft and partner engagement effectiveness.
- Growth of strategic security opportunities within client accounts.
This role does not carry a utilisation or chargeability target and is not measured on delivery performance.
Qualifications:
Ideal Candidate Profile
Experience
- Significant experience in cyber security consulting, advisory or pre-sales roles.
- Proven track record of generating consulting or technology pipeline.
- Demonstrated success engaging executive stakeholders and influencing strategic decisions.
- Strong experience identifying and shaping opportunities within enterprise organisations.
- Experience facilitating workshops, business discussions and executive engagements.
- Comfortable operating in a highly sales-focused environment without being on a formal sales compensation plan.
- Experience working with Microsoft technologies and Microsoft-aligned clients preferred.
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Microsoft Security Knowledge
Strong Understanding Of:
- Microsoft Security portfolio
- Security Copilot
- Microsoft Entra
- Microsoft Defender
- Microsoft Sentinel
- Microsoft Purview
- Defender for Cloud
- Microsoft 365 Security & Compliance
- Zero Trust Strategy
- Microsoft E5 & E7 value propositions
- Agent 365 - AI Security and Governance
Deep implementation expertise is not required, but candidates must possess sufficient technical credibility to engage confidently with customers and identify relevant opportunities.
Commercial Skills
- Pipeline generation
- Opportunity qualification
- Account growth planning
- Security business case development
- Value proposition creation
- Executive storytelling
- Client relationship management
- Stakeholder influence
- Workshop facilitation
- Sales and growth mindset
Industry Knowledge
Strong Understanding Of:
- ISO 27001
- NIST Cybersecurity Framework
- NIST AI Risk Management Framework
- CIS Controls
- DORA
- NIS2
- Cyber Essentials
- GDPR
- Security Governance
- Risk Management
- Security Operating Models
- Secure AI adoption
Personal Characteristics
- Commercially minded and growth orientated.
- Highly motivated by creating opportunities and driving outcomes.
- Strong executive presence and credibility.
- Naturally curious and consultative.
- Exceptional communicator and relationship builder.
- Self-starter who thrives in a highly visible growth role.
- Collaborative and comfortable working across sales, architecture and delivery teams.
Why Join Us?
This is a unique opportunity to become one of the dedicated growth engines for Avanade's UK Security Practice.
You'll operate at the intersection of Microsoft Security, executive advisory and business growth, helping clients solve complex security challenges whilst directly influencing the expansion of one of the UK's fastest growing Microsoft Security practices.
You will work alongside some of the industry's leading Microsoft Security architects, consultants and strategists, whilst focusing entirely on creating opportunities, building relationships and accelerating Security Practice growth.
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