Head of Technical Pre-Sales – Cyber & AI Security

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About the role

Our Head of Sales – Cyber & AI Security is a technically credible seller who creates clarity, signal and momentum for our Cyber & AI Security offerings across Digital Services. You will build visibility, generate demand and lead presales execution, while connecting what customers are asking for back into our Product and Services teams.

You will work closely with the Head of Product and Head of Services to align Services, Products and Sales – turning market signal into opportunities, turning opportunities into high‑quality proposals, and turning successful delivery back into compelling stories, case studies and repeatable plays.

This is a management-level, hands‑on role for someone who is comfortable owning complex security sales cycles end‑to‑end and speaking credibly with senior customer stakeholders about cyber security, AI security and cloud security, while collaborating with our architects and engineers.

Key responsibilities
1. Market positioning, campaigns and thought leadership

Build and run internal and external go‑to‑market (GTM) campaigns for Cyber & AI Security, in partnership with central Marketing and Sector BD leads.

Shape clear, differentiated value propositions for our Cyber & AI Security services, accelerators and products.

Lead a regular cadence of thought leadership activities (e.g. conference talks, webinars, articles, community events) to build credibility and demand.

Ensure our internal and external web presence reflects the full breadth of Cyber & AI Security capability, including services, IP and case studies.
2. Presales and bid leadership

Own all proposals for Cyber & AI Security opportunities, leading the story, shaping the solution outline and assembling inputs from Product and Services.

Maintain and continually improve sales collateral, case studies, credentials and a reusable proposal library for Cyber & AI Security.

Lead Cyber & AI Security content for larger, cross‑capability or cross‑sector bids, ensuring that what we promise is aligned with what we can deliver and what our IP can support.

Coordinate presales contributions, taking help from architects and engineers when required, using them to provide technical depth, patterns, estimates and sector insight, while retaining ownership of the overall response.
3. Pipeline and opportunity management

Build and maintain a Cyber & AI Security pipeline dashboard, giving clear visibility of opportunities, stages, owners and next actions.

Work with sector BD leads and account owners to identify and progress upsell and cross‑sell paths within existing Digital Services accounts.

Run regular opportunity reviews with Product and Services to clarify where sales, delivery or IP input is required; unblock actions and keep opportunities moving.

Use customer and market insight to highlight recurring patterns and emerging themes, feeding them into the Product roadmap and Services workforce planning.
4. Microsoft and strategic partner engagement

Operate the Microsoft security and AI partnership on behalf of the Cyber & AI Security capability – managing co‑sell registrations, co‑marketing opportunities and alignment with Microsoft priorities across security, AI and cloud.

Work with the Head of Product and Head of Services to identify and support joint campaigns with Microsoft and other strategic partners, ensuring they convert into qualified pipeline.

Use partner programmes, incentives and marketplaces (e.g. listings and accelerators owned by the Head of Product) to support partner‑led and partner‑influenced opportunities.
5. Customer…