PreSales Solutions Director - TMT

As a senior leader within the organisation, this role is accountable for shaping and delivering Endava’s solution strategy and excellence across assigned TMT industry verticals. The successful candidate will play a pivotal role in ensuring our solutions are not only strategically differentiated and commercially viable, but also tightly aligned with evolving client needs and vertical growth plans.

You will act as a senior solution director and trusted business partner during major client pursuits—working hands-on with both internal teams and external stakeholders to co-create compelling, deliverable solutions. Your leadership will ensure end-to-end solution integrity, balancing innovation with feasibility and commercial outcomes.

This role also champions the repeatability and reusability of successful solution patterns, helping to scale our impact across markets and drive consistent value delivery. You will contribute strategic direction on capability development and service innovation, ensuring Endava remains future-ready and competitive.

Collaboration is key, and you’ll work in close partnership with Sales, Delivery, Practices, and Capability leaders to align go-to-market efforts and pursuit strategies. Building strong, trust-based relationships with senior clients is central to the role, enabling you to act as a strategic advisor, reframing complex challenges and driving meaningful transformation.
 

Critical Success Factors

Solution Strategy & Capability
Defining and evolving strategic offerings, services and reusable IP

• Define 3–5 go-to-market solutions per year in line with TMT vertical strategy
• Partner with Practices and Alliances to build future-ready capabilities based on client trends
• Maintain a clear backlog of market-informed solution gaps and opportunities
• Contribute to annual vertical planning and refresh solution themes quarterly

Pre-sales & Pursuit Leadership
Leading solutioning in major pursuits and ensuring quality, feasibility and commercial value

• Lead solution shaping on 5+ strategic pursuits per year
• Coach pursuit teams to build compelling, win-ready solutions
• Ensure all proposals are technically robust, margin-aligned and deliverable
• Drive reuse of IP across proposals to accelerate speed and consistency

Client Engagement & Advisory
Acting as a strategic advisor and fostering senior relationships

• Engage directly with C-level clients during shaping and advisory phases
• Reframe client challenges into solution-led opportunity roadmaps
• Represent Endava in early-stage advisory, discovery or ideation conversations
• Secure 2+ strategic client references or testimonials based on solution work

Innovation & Market Relevance
Embedding future-facing thinking, AI, and emerging tech into Endava’s solution landscape

• Embed AI/automation and emerging tech into 100% of solution designs where relevant
• Identify and scale at least 1 market-making or cross-industry solution annually
• Monitor competitive trends and translate insights into differentiated solution plays
• Run bi-annual solution innovation sprints in collaboration with Practices
 

Internal Alignment & Influence
Aligning across Delivery, Sales, Practices and vertical leadership

• Actively participate in pursuit reviews, strategic account growth meetings, win/loss analysis and deal assurance
• Provide feedback to Practices and Service Lines on capability maturity and gaps
• Create and maintain alignment artefacts (e.g. solution catalogues, design patterns)
• Act as a thought leader in cross-functional solution excellence forums

Educational Background

Bachelor’s degree in a technical, business, or related field. Postgraduate qualifications (e.g. MSc, MBA) or equivalent experience preferred.

Previous Experience

• 12–15 years+ in solution & enterprise architecture, consulting, delivery, or commercial leadership roles within the TMT (Telco, Media and Technology) industry.
• Proven success in shaping and selling large, strategic and complex solutions.
• Extensive experience in pre-sales, proposals, and client engagement in a consulting or services context.
• Track record of working across sectors with the ability to tailor and scale offerings.
• Strong background in working with cross-functional teams across sales, delivery, and capability.
• Hands-on leadership during strategic deals and contract structuring.
• Prior experience coaching teams on solution excellence, pricing, and storytelling.
• Prior experience in end-2-end product and platform (aaS) build (architect, build, support & run)

Prior Knowledge and Skills

• Strategic thinking that blends innovation, feasibility, and commercial outcomes.
• Advanced pre-sales solutioning capability across both technology and business dimensions.
• Strong technical credibility, particularly in digital platforms, AI, automation and cloud.
• Effective communicator with excellent influencing and stakeholder engagement skills.
• Experience leading advisory or early discovery conversations with senior clients.
• Familiarity with delivery models and service-based commercial constructs.
• Skilled at identifying repeatable patterns and scaling offerings across clients.
• Deep understanding of industry challenges and how to position Endava as a trusted partner.
• Champion of solution excellence culture, reusable IP, and pursuit discipline.
• Resilient, pragmatic, and hands-on when needed—able to both shape strategy and execute in the detail.

Additional Requirements:

• Travel is an integral part of a this role and the individual will need to travel locally, within country, and internationally as needed to perform the role (they should have a valid passport/driving license and be prepared to travel during working hours as needed by the company).
• Work-related tradeshows or live events may require the individual to occasionally lift 25 pounds.

Discover some of the global benefits that empower our people to become the best version of themselves:

• Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;   
• Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
• Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
• Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
• Health: Global internal wellbeing programme, access to wellbeing apps;
• Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.

Additional Employee Requirements  

• Participation in both internal meetings and external meetings via video calls, as necessary. 
• Ability to go into corporate or client offices to work onsite, as necessary. 
• Prolonged periods of remaining stationary at a desk and working on a computer, as necessary. 
• Ability to bend, kneel, crouch, and reach overhead, as necessary. 
• Hand-eye coordination necessary to operate computers and various pieces of office equipment, as necessary. 
• Vision abilities including close vision, toleration of fluorescent lighting, and adjusting focus, as necessary. 
• For positions that require business travel and/or event attendance, ability to lift 25 lbs, as necessary. 
• For positions that require business travel and/or event attendance, a valid driver’s license and acceptable driving record are required, as driving is an essential job function.

*If requested, reasonable accommodations will be made to enable employees requiring accommodations to perform the essential functions of their jobs, absent undue hardship.   

USA Benefits (Full time roles only, does not apply to contractor positions)

• Robust healthcare and benefits including Medical, Dental, vision, Disability coverage, and various other benefit options  
• Flexible Spending Accounts (Medical, Transit, and Dependent Care)  
• Employer Paid Life Insurance and AD&D Coverages  
• Health Savings account paired with our low-cost High Deductible Medical Plan  
• 401(k) Safe Harbor Retirement plan with employer match with immediately vest   

At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.