Sales Engineer

6 months ago

Belfast, United Kingdom Kainos Full time
JOB DESCRIPTION

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.

Our vision is to create a world-class business development and marketing capability for Kainos, fueled 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 a Sales Engineer (Solution Consultant) at Kainos, you will use your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors. You will employ effective selling strategies to successfully position Kainos Smart toolset as well as our Electronic Document Management for Workday solution.
 

Your key responsibilities will include:
• Driving prospecting and opportunity qualification activities – you will work independently to engage with prospects through multiple mediums including webinars, trade shows (Workday Rising), RUGs, as well as direct contact events with customers and prospects.
• Educating customers on the Kainos Smart product – you will lead the demonstrations and presentations of the product to prospects. You will also explore the complex customer challenges and business pains to demonstrate the value of Kainos Smart solution.
• Developing Kainos as a business – you will help qualify new leads and progress assigned opportunities with a view to these maturing into closed sales.
• Being an external Kainos ambassado r - you will be expected to competently describe Kainos and its offerings at a high level to prospects. You will formally present to prospects and customers in a manner that positions Kainos as a professional and market leading supplier.
• Building trust with prospects – 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.
• Delivering against our targets – you will deliver and exceed upon our quarterly opportunity and revenue team targets by producing a high-quality pipeline focused on net new business, as well as add-on business to customers using Kainos products and services.
• Ensuring strategic alignment – you will work closely alongside our Marketing team and Territory Managers to create and execute demand generation for identified and prioritised strategic account lists within specific territories and sectors through webinars, client-centric events and activities
• Putting people first & developing others – you’ll be an integral part of a high performing team and share your skills and experiences with your peers to lift the culture and overall effectiveness of the team.

MINIMUM (ESSENTIAL) REQUIREMENTS:
• Significant experience in working in the HCM industry and a detailed understanding of the HCM market including knowledge of the competition.
• Prior experience in sales engineering or solution consulting, or a background including 3 - 5 years of commercial IT Product and Services experience within a sales environment
• Demonstratable experience / Strong knowledge with consultative selling methodologies including the ability to understand the competitive landscape and customer needs to effectively position a product, excellent presentation skills both remote and in-person, and storytelling
• Strong commercial awareness and sound understanding of sales and marketing
• Ability to understand and effectively explain the benefits of a SaaS Automated Testing Product
• 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
• Ability to operate in a highly competitive environment, making sensible decisions that don’t compromise Kainos
• Ability to plan and meet deadlines in accordance with business requirements

DESIRABLE:
• Experience in creating compelling presentation decks to incorporate into your demos using tools like PowerPoint, and/or other tools you’ve found effective
• Experience of the Workday solutions portfolio, presentation training like Demo2Win, Corporate Visions, etc
• Previous experience of software demonstration

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.

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