Pre-Sales Lead

The Role We're looking for a Head of Presales to lead our Microsoft-centric presales function within a fast-growing IT distributor focused on the SMB MSP and reseller channel. Microsoft is at the heart of our portfolio, delivered via the CSP model, with Adobe and selected third-party vendors complementing the ecosystem. This role owns presales across Microsoft 365 Modern Workplace and works closely with sales, vendors, and partners to drive scalable, repeatable success. In addition to Microsoft, we have a wide portfolio of specialist Cybersecurity vendors. Understanding the evolving threat landscape and how these (and emerging) solutions can secure the Microsoft technology stack is also a key element of the role. Key Responsibilities * Lead and scale a Modern Workplace presales team supporting SMB partners * Act as the senior technical authority for Microsoft CSP and M365 licensing * Support partners with solution design, positioning, and deal acceleration * Build repeatable Microsoft-led solution plays rather than one-off designs * Work closely with Microsoft, Adobe and our Cybersecurity vendors on enablement and alignment * Provide technical leadership across: - Microsoft 365 Business & Enterprise - Security & compliance (Defender, Entra, Purview) - Intune & endpoint management - Power BI for SMB use cases - Microsoft Copilot readiness, licensing, and value positioning * Set clear presales engagement models and prioritisation * Support complex or high-value deals while protecting scale and margin What We're Looking For - Essential * Senior presales leadership experience in IT distribution, MSP ecosystems, or vendor-led channel models * Deep working knowledge of Microsoft CSP and Microsoft 365 Modern Workplace * Expertise in working with Cybersecurity solutions to protect customer's environments * Strong understanding of SMB customers and MSP operating models * Commercially minded with the ability to balance technical depth with deal outcomes * Experience leading senior technical or solutions teams Strong Knowledge Required In * M365 licensing * Security & identity * Device management * Power BI positioning * Microsoft Copilot (licensing, governance, readiness) Desirable * Adobe presales or licensing experience * Marketplace / CSP platform exposure * Vendor programme engagement (Microsoft partner designations, incentives) Why Join * Microsoft-first, SMB-focused distribution model * High-impact leadership role with clear ownership * Strong vendor alignment and growth agenda * Opportunity to build scalable presales capability, not just chase deals Ideal Candidate Backgrounds * Head of Presales / Head of Solutions in an IT distributor * Senior Microsoft presales leader in a CSP / MSP ecosystem * Microsoft-focused Solutions Architect Manager ready to step into leadership *Rates depend on experience and client requirements