Role Description 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 - 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. - 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. - 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. - 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. - Customer engagement and feedback loop - Build and maintain trusted relationships with senior customer stakeholders, acting as a consistent point of contact across presales and early delivery. - Stay close to in‑flight engagements to identify upsell and cross‑sell opportunities, feeding them into the pipeline in partnership with account teams. - Turn delivery outcomes into stories, case studies and reference material, demonstrating the impact of our work across cyber security and AI security. - Bring customer feedback, win/loss analysis and market trends into strategic planning with the Head of Product and Head of Services. Qualifications - Substantial experience in technical presales, sales leadership or business development for security‑related consulting, platforms or services, working closely with architects and engineers. - Ability to engage credibly on cyber and cloud security topics, such as securing web applications and cloud platforms (e.g. AWS or Azure), typical attack vectors (e.g. OWASP Top 10) and common security standards (e.g. NCSC, NIST, CIS, PCI, GDPR, OWASP ASVS, SOC2). - Demonstrate strong commercial awareness, understanding how digital and security services generate income, how pipeline translates into revenue, and how commercials, risk and delivery models interact. - Track record of owning and converting complex bids: structuring responses, coordinating multi‑disciplinary teams, and improving win‑rates through reusable content and clear value propositions. - Excellent communication and influencing skills, adapting style for executives, technical stakeholders and delivery teams, and handling challenging conversations constructively. - Comfortable working across multiple sectors and accounts, building networks and collaborating with central Sales, Sector BD and Marketing colleagues. - Experience of collaborating with and mentoring technical staff, using their expertise effectively in presales while protecting their delivery commitments. Desirable Experience - Experience working with Microsoft or other major cloud / security vendors in co‑sell or co‑marketing motions. - Contributed to or led security‑focused thought leadership, such as conference talks, blogs, webinars or community events. - Experience in Agile delivery environments, and understand how pre-sales decisions affect delivery teams, utilisation and capability development. Leadership and Behavioural Competencies - Demonstrates strong self‑awareness, manages own workload and priorities effectively, seeks feedback and continues to learn. - Acts with integrity, role‑modelling Kainos values in internal and external interactions. - Builds high‑trust relationships with Sales, Product, Services and sector teams. - Mobilises others, shares learning, coaches colleagues and contributes positively to the Cyber & AI Security community. - Translates strategic objectives for Cyber & AI Security into clear sales plans and campaigns. - Takes ownership of outcomes, manages time effectively across multiple opportunities and holds self and others to account. - Connects GTM campaigns, pipeline and partner activity directly to the wider Kainos vision, strategy and principles. - Helps others understand how their work in presales, delivery and product contributes to that strategy. - Understands how Kainos generates income, manages cost and protects margins. - Shapes opportunities that are commercially sound and deliverable, escalating or challenging when proposals would create unacceptable delivery or commercial risk. - Communicates clearly and succinctly with different audiences, from internal teams to senior customer stakeholders. - Influences without formal authority, aligning people behind campaigns, bids and strategic priorities. Our Values and Culture Our vision is to enable outstanding people to create digital solutions that have a positive impact on people’s lives. We expect everyone to live our values every day by being: determined, honest, respectful, creative and co‑operative. These values underpin how we work with each other and with our customers. Kainos is a high‑growth IT services company providing digital technology solutions and agile software development to enterprise customers. We have a strong track record delivering transformational projects across government, healthcare and the private sector. At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive. We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are. Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out.