Practice Director

Role Overview:

Reporting directly to the CEO, the practice lead will define the vision, proposition set, operating model and go-to-market required to establish a credible, differentiated and scalable business in the UK, with potential global remit over time. The role carries full accountability for creating and commercialising the practice, shaping service lines and strategic partnerships, winning lighthouse clients, building a high-performing team, and delivering profitable growth. This is not a role to manage an existing function; it is a build mandate for a leader who can create a new practice, establish market presence, and scale it into a meaningful growth engine for the company.

Responsibilities:

Practice Creation and Strategic Leadership

•Define and launch the Data and AI practice, including vision, market positioning, priority offerings, target sectors and three-year growth roadmap.

•Design the practice operating model covering commercial strategy, delivery approach, talent model, governance, partnerships and financial performance management.

•Act as the executive sponsor for the practice internally and externally, establishing credibility with clients, partners and the wider market.

Service Line and Proposition Development

Create differentiated service lines and value propositions across data strategy, data engineering, modern data platforms, analytics, AI, GenAI and agentic solutions.

Develop frameworks, accelerators, reusable assets and delivery playbooks that enable repeatability, faster solutioning and stronger margins.

Continuously refine the portfolio based on market demand, emerging technology, client needs and competitive differentiation.

Go-to-Market and Growth

•Own the go-to-market strategy for the practice, including account prioritisation, sector focus, pipeline creation, campaigns, events and executive-level client engagement.

•Build a qualified pipeline, convert opportunities into wins and secure lighthouse clients that establish the practice’s market credibility.

•Lead strategic pursuits, solution shaping, commercial negotiation and proposal development for complex consulting and services opportunities.

Commercial and Financial Leadership

•Own practice-level revenue, order book, margin and profitability targets, with clear accountability for building a sustainable and scalable business.

•Build and manage business plans, investment cases, forecasts and operating budgets, ensuring disciplined decisions on hiring, capability development and market spend.

•Shape commercial constructs, pricing models and deal governance to balance competitiveness, delivery risk and long-term profitability.

Client Leadership and Market Presence

•Develop trusted advisor relationships with C-suite and senior client stakeholders, helping shape transformation agendas in data, analytics and AI.

•Represent the company at industry forums, client workshops, roundtables and thought leadership events to establish the practice’s profile in the market.

•Maintain executive visibility on strategic accounts, critical escalations and major transformation programmes.

Required Skills:

•Proven experience building, launching or materially scaling a Data and AI practice, business unit or consulting capability within a services, consulting or technology organisation.

•Strong track record of defining propositions, setting up operating models, creating go-to-market motions and turning early-stage capability into sustainable revenue growth.

•Experience of operating effectively in entrepreneurial, ambiguous or build-phase environments where pace, judgement and hands-on leadership are critical.

•Demonstrable success owning revenue growth, order book, margin and profitability for a consulting, services or solutions-led business.

•Experience building business cases, forecasts and investment plans, with sound judgement on hiring, capability investment, pricing and commercial risk.

•Strong record of winning and leading complex deals, shaping commercial constructs and negotiating with enterprise clients and senior stakeholders.

•Recognised senior leader in Data and AI with strong practical understanding of modern data platforms, data engineering, analytics, AI/ML, GenAI, governance and responsible AI.

•Able to translate technical possibilities into commercially relevant propositions and executive-level client outcomes.

•Experience advising enterprise clients on data modernisation, analytics transformation and AI adoption, including modern cloud ecosystems and emerging AI use cases.

•Strong executive presence with the ability to engage credibly with C-suite stakeholders, influence strategic decisions and act as a trusted advisor.

•Proven experience building alliances with hyperscalers and strategic technology partners and converting these relationships into joint market opportunities.

•Visible thought leadership profile through client events, market-facing conversations, industry forums or executive content.

•Proven ability to hire, inspire and develop high-performing multidisciplinary teams across consulting, architecture, delivery and pre-sales functions.

•Able to build culture as well as capability, creating clarity, accountability and momentum in a newly formed practice environment.

•Excellent communication, stakeholder management and influencing skills, with the ability to operate effectively across executive, commercial and technical communities.

Personal Attributes:

• You are energised by building from zero and can combine strategic thinking with pragmatic execution.

• You are entrepreneurial, resilient and comfortable operating in ambiguity while creating structure, momentum and market presence.

• You are commercially minded and naturally connect technology decisions to business value, growth and profitability.

• You are credible with clients, partners and teams, with the executive presence to inspire confidence and build trust quickly.

• You enjoy shaping propositions, creating differentiated market offers and turning ideas into scalable services and reusable assets.

• You lead with a builder’s mindset: hands-on when required, disciplined in execution and uncompromising on quality.

• You are passionate about developing people and creating a high-performance culture that attracts and retains strong talent.

• You are curious, forward-looking and motivated by building a practice that creates lasting market relevance and client impact.

Qualifications:

•Bachelor’s degree in engineering, computer science, data science, mathematics or a related discipline; a master’s degree is advantageous.

•Typically 15+ years of progressive experience in data, analytics, AI and consulting or services environments, including substantial experience in senior leadership roles.

•Demonstrable experience in building or scaling a Data and AI practice, business unit or similar capability from an early-stage or growth phase.

•Relevant certifications across cloud, data or AI platforms are welcome but should be secondary to proven commercial, leadership and practice-building experience.

Suggested Key Performance Indicators (KPIs):

• Practice Build and Launch – Define and launch the practice strategy, target offerings, operating model, partner ecosystem and first-wave market propositions within agreed timelines.
• Revenue and Order Book Growth – Achieve or exceed agreed revenue, pipeline and order book targets, with a clear focus on securing lighthouse clients and building repeatable growth.
• Profitability and Commercial Discipline – Deliver target gross margin and EBITDA performance through effective pricing, delivery leverage, reusable assets and disciplined investment decisions.
• Partnerships and Market Presence – Establish strategic partner relationships, joint propositions and market-facing activity that demonstrably increase pipeline, credibility and brand visibility.
• Talent and Capability Build – Build the initial practice team and leadership bench in line with the business plan, with clear measures for capability readiness, retention and engagement.
• Delivery Quality and Client Impact – Maintain high customer satisfaction, strong delivery quality and a growing library of reusable accelerators, frameworks and IP that improve competitiveness and time to value.