Overview
The ATU Leader – Federal, Defence & Intelligence (FDI) is accountable for leading Microsoft’s most sensitive and strategically significant customer portfolios in Australia. The role represents Microsoft as a long‑term national partner to the Commonwealth, responsible for converting a signed multi‑year strategic partnership into trusted outcomes across modernisation, AI adoption, security, and mission delivery.
This is a national leadership role, not a transactional sales position. Success is measured by trust, delivery confidence, sustained growth, and strategic relevance.
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Location: Canberra
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Scope: Federal Government, Defence, Intelligence, National Security portfolio.
Responsibilities
Strategic Partnership Leadership
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Act as Microsoft’s senior executive presence in Canberra for Defence, Intelligence and Federal agencies
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Shape and govern joint multi‑year roadmaps aligned to national priorities
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Engage at Secretary, C Suite (CIO, CDS/CISO) and agency‑head level as a trusted advisor
Delivery & Assurance Accountability
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Own end‑to‑end accountability across commercial, delivery, security and risk
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Ensure delivery confidence across complex, multi‑agency programs
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Lead escalations calmly, transparently, and credibly
Modernisation & AI Leadership
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Drive secure ICT modernisation at scale
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Lead responsible AI adoption aligned to policy, security and workforce readiness
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Ensure AI initiatives move from pilots to operational impact
Ecosystem & Talent Leadership
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Build a Defence‑ready partner ecosystem (Primes, SIs, ISVs)
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Attract, retain and develop cleared, high‑trust talent
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Set a values‑driven culture that performs under scrutiny.
Qualifications
Minimum Requirements
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Australian Citizenship is mandatory as you will be required to obtain and maintain an NV1 security clearance.
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Canberra based leader, accustomed to operating in high-trust, regulated environments.
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You have a proven track record of managing a commercial business or portfolio at scale. This includes full accountability for forecasting accuracy, revenue outcomes, and the overall health of the sales pipeline.
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You excel at navigating the "long game", predicting outcomes within multi-year sales cycles, complex tenders, and high-level executive negotiations.
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Experience leading agile, highly matrixed teams. You know how to align virtual teams, partners, and delivery specialists toward a single mission.
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You possess the "presence" required to engage credibly with Senior Executive Service (SES) levels and C-suite stakeholders.
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You demonstrate sound ethical judgment and remain steady under the scrutiny of high-stakes environments.
Preferred Experience
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Prior experience within Federal Government, Defence, or National Security portfolios regarded highly.
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Experience managing large-scale, multi-year strategic programs or multi-stakeholder alliances.
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A working literacy in Cloud, Security, Data, and AI. You don’t need to be a developer, but you must be able to translate technical value into strategic business outcomes.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.
