cosine - Founding Head of Public Sector

• 1. LEAD ENGAGEMENT WITH PUBLIC SECTOR ORGANISATIONS AND PRIORITY ACCOUNTS • Own Cosine’s day-to-day engagement with priority public sector organisations, including central government departments, arm’s-length bodies, regulators, public agencies, national infrastructure bodies, and public sector technology teams. • Build on Cosine’s growing reputation in sovereign AI, secure deployment, and trusted AI engineering to create senior routes into the right organisations. • Maintain a clear account map across key public sector organisations, including executive sponsors, digital and technology leaders, commercial/procurement stakeholders, policy teams, risk/security owners, and delivery teams. • Move relationships from broad sovereign AI interest into specific, practical areas where Cosine can create value. • 2. BUILD MULTI-THREADED SENIOR RELATIONSHIPS • Develop relationships across multiple departments, divisions, seniority levels, and decision-making layers in each target account. • Engage CIO, CTO, CISO, CDIO, digital, data, engineering, architecture, commercial, procurement, transformation, policy, security, and operational stakeholders. • Identify how priorities differ across teams, for example secure AI deployment, software assurance, legacy modernisation, operational resilience, cost reduction, productivity, national capability, procurement risk, and governance. • Build enough trust that Cosine becomes part of the strategic conversation around sovereign AI adoption, not just another vendor responding to tenders. • 3. BUILD COSINE’S UNDERSTANDING OF PUBLIC SECTOR SOVEREIGN AI PRIORITIES • Run structured discovery across public sector organisations to understand what they truly care about in sovereign AI. • Capture use cases, constraints, buying triggers, objections, governance requirements, security expectations, procurement routes, deployment models, and success metrics. • Translate public sector customer signal into internal intelligence for sales, partnerships, product, research, engineering, marketing, and leadership. • Build a sector view of where Cosine has the strongest right to win, including priority use cases, highest-intent accounts, likely buyer personas, procurement routes, SI influence, and repeatable commercial narratives. • Priority areas to explore include: • Secure AI coding and software engineering inside sensitive or regulated public sector environments. • AI adoption where source code, credentials, data, or infrastructure cannot leave the customer’s control boundary. • Legacy system modernisation and maintenance. • Software assurance, auditability, testing, review, and governance. • Productivity and resilience across public sector digital delivery teams. • Deployment models across public cloud, customer VPC, on-prem, secure environments, and air-gapped environments where required. • National capability, sovereign AI, and reducing dependency on foreign-controlled AI infrastructure. • 4. BUILD TOWARDS COMMERCIAL OPPORTUNITIES • Convert reputation, relationship-building, and market education into qualified pipeline opportunities. • Identify where there is a real public sector problem, accountable owner, budget route, technical champion, procurement path, and reason to act now. • Shape opportunities into concrete next steps: workshops, technical deep-dives, discovery sessions, pilots, proof-of-concepts, deployment planning, bid participation, or commercial proposals. • Work with the wider GTM team to move qualified public sector opportunities through the sales cycle. • Keep a clear view of account status, stakeholder map, open actions, risks, next steps, procurement routes, SI involvement, and commercial likelihood. • The role should focus deeply on commercial pull: serious conversations, mapped accounts, live opportunities, pilots, bid routes, and ultimately revenue. • 5. WORK CLOSELY WITH SYSTEMS INTEGRATORS AND DELIVERY PARTNERS • Work alongside Cosine’s Head of Partnerships to build and manage relationships with the systems integrators, consultancies, and delivery partners that shape public sector buying. • Identify where SIs can create routes into accounts, provide bid access, support delivery credibility, or help Cosine become part of larger transformation programmes. • Build joint account plans with priority partners where there is a clear public sector opportunity. • Support bid strategy, partner positioning, framework access, and teaming discussions where Cosine is best placed as a specialist sovereign AI or secure AI engineering partner. • Ensure SI engagement is commercially purposeful, with clear ownership, target accounts, bid opportunities, and follow-up actions. • 6. NAVIGATE PUBLIC SECTOR ROUTES TO MARKET • Build a clear view of the procurement and commercial routes that matter for Cosine in public sector. • Understand where Cosine should pursue direct engagement, partner-led opportunities, framework routes, innovation pathways, pilots, or inclusion in larger SI-led bids. • Help shape compliant engagement approaches that create trust without relying on frequent hosted events or activity that could create procurement issues. • Use targeted briefings, structured discovery, partner conversations, written materials, and appropriate market engagement routes to progress opportunities. • Work with legal, commercial, partnerships, and leadership to ensure public sector engagement is commercially useful and procurement-aware. • 7. HELP BUILD THE GTM TEAM IN PUBLIC SECTOR • Help define what the public sector GTM motion should become as Cosine scales. • Build the early playbook for account selection, stakeholder mapping, discovery, qualification, partner-led entry, SI engagement, bid strategy, pilot design, procurement navigation, and commercial progression. • Help recruit, onboard, and develop future GTM hires focused on public sector. • Establish the operating cadence for the sector: account reviews, pipeline tracking, partner follow-up, bid tracking, customer insight capture, and internal reporting. • Work closely with SDRs, partnerships, marketing, founders, enterprise sales, and the Head of Partnerships to make public sector a repeatable vertical. • ___________________________________________________________________________ • WHAT GOOD LOOKS LIKE IN THE FIRST 6 MONTHS • Multi-threaded relationships established across the most important public sector accounts. • The three top priority public sector accounts are established, with account maps, stakeholder coverage, routes to procurement, partner/SI strategy, and business cases set out. • A structured view of public sector sovereign AI use cases, buyer priorities, objections, procurement routes, SI influence, and buying triggers. • Qualified opportunities progressing into discovery, technical deep-dives, pilots, bid discussions, partner motions, or commercial proposals. • Clear working rhythm with the Head of Partnerships on SI engagement, bid routes, partner mapping, and public sector account strategy. • A clear public sector GTM playbook that future hires can build from. • SUCCESS METRICS • RELATIONSHIP AND MARKET DEVELOPMENT • Number of priority public sector accounts actively engaged. • Number of senior stakeholder relationships built across target accounts. • Number of multi-threaded accounts with executive, technical, commercial, procurement, and partner coverage. • Quality of customer insight captured on sovereign AI priorities, deployment requirements, procurement constraints, and use cases. • COMMERCIAL PROGRESSION • Qualified public sector opportunities created. • Workshops, technical deep-dives, pilots, bid discussions, partner motions, or proposals initiated. • Pipeline generated or influenced. • Conversion of reputation and senior engagement into live commercial next steps. • Evidence that Cosine is becoming a serious strategic partner in target public sector accounts. • PARTNER AND SI ENGAGEMENT • Priority SI and consultancy relationships mapped and actively managed alongside the Head of Partnerships. • Joint account plans created with the most relevant partners. • Bid opportunities, framework routes, or partner-led entry points identified. • Clear evidence that partner engagement is creating access, credibility, or commercial opportunity. • TEAM AND OPERATING SYSTEM • Public sector account map and stakeholder tracker built and maintained. • Partner/SI map built and maintained with clear ownership and next steps. • Repeatable cadence established for account reviews, partner follow-up, bid tracking, and sector reporting. • Future public sector GTM hiring profile defined.