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Account Executive

4 months ago

Home worker, United States Kainos Full time
When you join Kainos, you get to think beyond limitations to make an immediate and positive impact – like transforming digital services for millions of citizens or helping Fortune 500 companies get live and thrive on Workday.You'll be part of a people-first culture that is growing around the world. We're a creative, committed, and diverse group of individuals who succeed as a team.At Kainos your ideas are heard and valued and you'll leave a legacy that you can feel proud of. Join us and discover how our people write our story.

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS:
Our vision is to create a world-class business development and marketing capability for Kainos, fuelled by a diverse range of highly talented and motivated professionals working collaboratively and innovatively to ensure we continue our growth trajectory.

We do this via an open and supportive environment where colleagues can share information, learn from one another and excel in their own career. With consistent ways of working aligned to industry best practice, we build sustainable and predictable sales pipelines for our market-leading offerings.

As an Account Executive - Workday Smart Products, you will be responsible for building Kainos' new business with a focus on our Workday Smart Products by forging into new Workday accounts, based on building an extensive network of industry contacts.


You will be working collaboratively with other members of the business development team as well as colleagues from other areas of the business including delivery, legal, marketing and operations.


Your key responsibilities will include:

  • Developing Kainos as a business – using a combination of new and existing accounts, (where applicable), you will build and maintain a pipeline of opportunities. You will also forecast accurately across future quarters to achieve agreed sales targets and maintain predictability of future revenue.
  • Putting deals together – these deals will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos' strategy and goals.
  • Being a trusted advisor for our customers – you will be expected to utilise a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. Empathy, active listening, being responsive and creativity all play a part here.
  • Developing and strengthening partnerships – you will develop and strengthen our existing strategic partnerships to enable Kainos to be positioned as go-to partner that is trusted and continually adds value.
  • Negotiating and managing senior stakeholders – you will be a strong negotiator and strong in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
  • Being an external Kainos ambassador – with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique.
  • Working as part of a team – B2B enterprise deals are usually complex and require a business development professional to lead and leverage a wider multi-disciplinary team. You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.
  • Putting people first and developing others – you'll may be required to manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.


MINIMUM (ESSENTIAL) REQUIREMENTS:

  • Strong knowledge of the business development process and constructing commercial deals to build an adequate qualified pipeline
  • Good track record of delivering against targets (quarterly and annually)
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level.
  • Excellent writing and presentation skills with proven capability of delivering a business value-based proposal in a competitive environment
  • Good networking skills and the ability to build strong and appropriate relationships with senior stakeholders
  • Broad technology experience and a sound awareness of technology trends and their potential impact on current & future projects
  • Solid appreciation of digital services concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors
  • Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don't compromise Kainos
  • Ability to plan and meet deadlines in accordance with business requirements
  • Good negotiation skills, both from a commercial and contract perspective
  • We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important



DESIRABLE:

  • Knowledge of IT business development process and contracts with demonstrable experience of winning contracts of value
  • Knowledge or experience in m aintaining accurate and timely customer/prospect, pipeline, and service forecast data in internal business systems
  • An appreciation and knowledge of technology delivery, agile methodologies, etc.
  • Experience selling into HR and IT functions
  • Proven track record in high-velocity sales cycles, including prospecting for opportunities

So what are you waiting for? Let's write the next incredible chapter of our story together.

Embracing our differences

At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive. We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are. We also believe every candidate deserves a level playing field. Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out. We understand that everyone's journey is different, and by having a private conversation we can ensure that our recruitment process is tailored to your needs.