Customer Base Account Director

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.

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS:

As an Account Director at Kainos, you will join the Workday Products Account Management team. You will work in our Sales & Marketing function with a core focuson commercial activity; retaining our clients (Renewals), creating, and closing growth opportunities (Upsell and Expansion)in your defined territory.

You have a strongtrack record of business development achievements in Customer Base salesand or Account Management roles. You have a flair for building long standing customer relationshipsbased on trust and an in depth understanding of customer commercial behaviours.You will establish, maintain, and oversee our mutually beneficialcustomer relationships spanning C-Level to HRIT Ops.

In this role, you are the Account leadforLarge Enterprise and Medium Enterprise Accounts in a defined sales territory. You are responsible and accountable for all Kainos Workday Product commercialactivity and account managementmatterswith these customers. You will work in close partnership with our Customer Value Management teams (Customer Success and Product Delivery) to ensure our customers achieve maximum return on investment from existing products and in turn pave the way for future growth.

Your key responsibilities will include:

Being a trusted advisor to our customers - you utilise a consultative approach to Account Management, taking the time to fully understand your customers, their business, their challenges and opportunities as they relate to Workday. Empathy, active listening, being responsive and creativity all play a part here.

Developing and Securing Kainos as a business - Defining client retention and growth priorities. You will report on existing customer renewal status while also building and maintaining a pipeline of growth opportunities. You will forecast accurately across future quarters to achieve agreed sales targets and maintain predictability of all future revenue streams.

Business acumen - youwill need to meet retention and growth targets in line with Kainos objectives. As part of this, you will structure, pitch and position commercial offersto our customers is in line with Kainos commercial strategy and goals. You are an experienced and strong negotiator who interfaces with senior stakeholders. You have experience of presenting, refining and positioning sales proposals that achieve an expected outcome for Kainos and our customers.

Account Planning – you will develop and maintain an in depth understanding of our customers through recognised account management practicesthat enable you to understand key stakeholders involved, their business priorities and levels of influence on the Economic Buyer/Buying Committee. In addition, you will utilise the Account Plan to prioritise the activity of our Customer Value Management Team.

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 – you will work with enterprise level clients, most of our customersare very complex and require an experienced Account Director to lead and leverage a wider multi-disciplinary team. You often work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.

Essential Requirements:

Highly experienced with a strong understanding of technology business development processes and Account Planning who can construct persuasive commercial offers and in turn builds into an adequate qualified pipeline to meet quotas.

Track record of delivering against annual retention and growth targets 

Demonstrable ability to actively listen, communicate effectively, 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 highly competitive market.

Great networking skills and the ability to build strong and appropriate relationships with stakeholders at all levels.

Great negotiation skills, both from a commercial and contract perspective.

Ability to analyze and utilize data points in the construction of a business case for both internal and external stakeholders.

Ability to trabel frequently.

 ​Desirable Experience:

Account Management experience with HR, HCM, Financial Management, or Payroll applications.

Knowledge of IT business development, Account Management processes and contract management with demonstrable experience of winning, retaining and growing long term SaaS partnerships and contracts with significant values associated.

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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