Earn trust.
Scale relationships.
A specialist Microsoft Entra and identity security consultancy is seeking a Strategic Account Director to lead the development of new strategic relationships across central government, the NHS, and the Ministry of Defence.
A specialist Microsoft Entra and identity security consultancy.
This consultancy is a specialist Microsoft Entra and identity security practice, holding Microsoft's Security designation and Identity specialisation. They work with some of the UK's most complex organisations — supporting large central government agencies on multi-million-pound identity transformation programmes.
Their work sits at the intersection of security, digital transformation, AI deployment and governance, and modern workforce enablement — areas that have never been more strategically important to the public sector. As a founder-led, specialist business, they bring the credibility and ambition to back the conversations you'll be having at the most senior levels of UK government.
Recognised specialist status across Microsoft security solutions and platforms.
Learn More →Deep expertise in Microsoft Entra and identity security for complex enterprise environments.
Learn More →Track record delivering multi-million-pound identity transformation for UK government agencies.
Learn More →Full access to Microsoft partner programmes, co-sell leverage, and sector engagement channels.
Learn More →Lead strategic public sector relationships built on trust, expertise, and patience.
Account Relationship & Development
You'll build and own a defined target account list spanning central government departments (HMRC, DWP, Home Office, DHSC and equivalents), NHS national bodies, and MOD/defence agencies. You'll develop multi-threaded relationships across IT leadership, security, digital transformation, and procurement functions — representing the consultancy at senior levels with UK Government decision makers as a trusted specialist partner, not a transactional supplier. You'll work in conjunction with Microsoft account teams to gain access, intelligence, and co-sell leverage within target accounts.
Opportunity Creation & Qualification
You'll map the identity, security, and modern work landscape within target accounts and identify programmes where the consultancy's capabilities are relevant. You'll lead discovery conversations and apply structured qualification (MEDDPICC) to assess and document opportunity viability, then develop and execute account plans setting out engagement strategies, stakeholder maps, and phased opportunity progression. You'll collaborate with pre-sales architects to shape technically credible propositions aligned to public sector procurement and funding cycles.
Pipeline Management & Reporting
You'll maintain accurate, up-to-date records of activity, relationships, and opportunity status in CRM, and report transparently on both activity-based leading indicators and pipeline progression. You'll engage constructively in forecasting conversations — applying appropriate confidence levels and phasing that reflect the reality of public sector sales cycles.
Market Positioning
You'll maintain an up-to-date understanding of public sector identity and security priorities — including government frameworks (G-Cloud, Crown Commercial Service), NCSC guidance, and relevant policy drivers. You'll represent the consultancy at relevant industry events, Microsoft forums, and public sector networks, and collaborate with marketing to define a schedule of events and outreach that builds visibility with key UK Government contacts.
A Senior Individual Contributor Role
This is not a transactional role. It's one for someone who can open, develop, and drive a 12–18 month relationship with Microsoft sellers and end-client contacts with rigour and purpose — and who knows how to demonstrate progress in the absence of immediate pipeline closures. You'll be the primary point of accountability for a defined set of target accounts, working closely with architecture, business analyst, and delivery teams to deliver high-value opportunities into secured contracts.
We're looking for people who have...
Public Sector Sales Track Record
- Proven track record of selling technology services or solutions into UK central government, the NHS, and/or defence — ideally involving cyber security, identity, or Microsoft technologies
- Experience managing long, complex sales cycles within public sector procurement environments (frameworks, tender processes, spend controls)
Relationship & Stakeholder Management
- Ability to build relationships across multiple stakeholder types — from technical leads to senior civil servants
- Familiarity with Microsoft's partner ecosystem and co-sell model (desirable but not essential)
Structured Qualification & Account Planning
- Structured approach to opportunity qualification and account planning
- Comfortable working to activity-based KPIs and demonstrating progress through pipeline health rather than solely closed revenue in the short term
How you work matters as much as what you sell.
Credible, Consultative & Patient
This role rewards those who earn trust rather than those who push for the close. You'll bring credibility and a consultative approach to every conversation.
Resilient & Self-Directed
Able to maintain focus and momentum across a long-cycle portfolio without close supervision — keeping the right activity going even when closures are months away.
Collaborative
Willing to bring in technical and delivery colleagues early and often as part of the selling approach, recognising that complex public sector wins are team efforts.
Intellectually Curious
Genuinely curious about identity, security, and the challenges facing public sector organisations — and motivated to keep learning as the landscape evolves.
A specialist practice built to support senior public sector selling.
A Founder-Led, Specialist Business
You'll join a founder-led consultancy with the credibility and ambition to support the senior conversations you'll be having. With a team of over 50 colleagues based around the UK and a central Edinburgh office, this is a specialist practice — not a volume business — where your expertise and relationships are the differentiator.
Technical Depth Behind Every Conversation
You'll have access to a highly skilled technical team with a genuine track record in the sector you'll be selling into. Architecture, business analyst, and delivery colleagues are brought in early and often — so the propositions you shape are technically credible from the first conversation.
Microsoft Partnership & Co-Sell Leverage
You'll work in conjunction with Microsoft account teams, with full access to the consultancy's Microsoft partner network, co-sell programmes, and sector engagement channels. The relationship with Microsoft is a core enabler of how this role builds access and momentum within target accounts.
The right role, with the support to do it well.
Competitive Salary & Performance Bonus
A competitive base salary commensurate with experience, with a performance-related bonus tied to activity and revenue milestones — recognising both the leading indicators and the outcomes you drive.
Flexibility & In-Person Connection
A flexible approach to how and where you work. Colleagues living in or near Edinburgh are in the office twice a week; the rest visit the Edinburgh office every couple of weeks, or quarterly for regular social events. For those further afield, there's real value placed on in-person connection.
Workcation — Up to 8 Weeks Abroad
Fancy working abroad for up to 8 weeks of the year? No problem — many colleagues make use of the workcation option to combine work with time elsewhere.
Continuous Learning & Development
One development day per month dedicated to learning, plus investment in training and a £500 pay rise for every qualifying Microsoft exam you pass. This is a business that genuinely keeps you at the forefront of technology.
Comprehensive Benefits
35 days holiday plus one paid volunteering day a year, Private Health Insurance, a Salary Sacrifice Electric Car Scheme, access to the OnHand CSR app, and enhanced maternity and paternity pay.
Home Office Support
£150 towards your home office setup (desk/chair), so you're comfortable and productive wherever you're based.
Glassdoor Testimonials
"Great company to work for — culture and values are the best I have experienced. The people are incredibly supportive and genuinely care about the work they deliver. Leadership and communication are very strong and regular, with clear and transparent information shared across all roles in the company."
"Clever, driven, and generally nice people to work with. The business understands the value of its technical staff, working at the cutting edge of a very interesting area (IAM) — well respected in the industry."
"A company that solves real-world business problems and is a thought leader in its field. A nice size of company where your thoughts and opinions are heard and listened to, with transparent and honest communication from the top."
If this reads like
your next chapter,
get in touch with Oli Ridley.
