Lead Technical Pre-Sales Consultant

About this role

Join Kainos and Shape the Future
At Kainos, we’re problem solvers, innovators, and collaborators - driven by a shared mission to create real impact. Whether we’re transforming digital services for millions, delivering cutting-edge Workday solutions, or pushing the boundaries of technology, we do it together.
We believe in a people-first culture, where your ideas are valued, your growth is supported, and your contributions truly make a difference. Here, you’ll be part of a diverse, ambitious team that celebrates creativity and collaboration.
Ready to make your mark? Join us and be part of something bigger.
About the role
OurHead of Sales – Cyber & AI Security is atechnically credible seller who creates clarity, signal and momentum for our Cyber & AI Security offerings across Digital Services. You willbuild 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 theHead of Product andHead of Services to alignServices,Products andSales – 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 comfortableowning 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 runinternal and external go‑to‑market (GTM) campaigns for Cyber & AI Security, in partnership with central Marketing and Sector BD leads.

• Shape clear, differentiatedvalue propositions for our Cyber & AI Security services, accelerators and products.

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

• Ensure ourinternal 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 improvesales 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.

• Coordinatepresales 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 aCyber & AI Security pipeline dashboard, giving clear visibility of opportunities, stages, owners and next actions.

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

• Runregular 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 highlightrecurring patterns and emerging themes, feeding them into the Product roadmap and Services workforce planning.

4. Microsoft and strategic partner engagement

• Operate theMicrosoft 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 toidentify 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 supportpartner‑led and partner‑influenced opportunities.

5. Customer engagement and feedback loop

• Build and maintaintrusted relationships with senior customer stakeholders, acting as a consistent point of contact across presales and early delivery.

• Stay close to in‑flight engagements to identifyupsell and cross‑sell opportunities, feeding them into the pipeline in partnership with account teams.

• Turn delivery outcomes intostories, case studies and reference material, demonstrating the impact of our work across cyber security and AI security.

• Bringcustomer feedback, win/loss analysis and market trends into strategic planning with the Head of Product and Head of Services.

About you
Essential experience and skills
You will:

• Have substantial experience intechnical presales, sales leadership or business development for security‑related consulting, platforms or services, working closely with architects and engineers.

• Be able toengage 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). You do not need to be the deepest technical expert, but you must be able to understand and articulate these concepts to customers.

• Demonstrate strongcommercial awareness, understanding how digital and security services generate income, how pipeline translates into revenue, and how commercials, risk and delivery models interact.

• Have a track record ofowning and converting complex bids: structuring responses, coordinating multi‑disciplinary teams, and improving win‑rates through reusable content and clear value propositions.

• Show excellentcommunication and influencing skills, adapting your style for executives, technical…