Customer Account Director

2 months ago

Belfast, United Kingdom Kainos Full time

About the Role

We are seeking an experienced Account Director to join our Sales & Marketing function at Kainos. As an Account Director, you will be responsible for managing and growing our relationships with Large Enterprise and Medium Enterprise Accounts in a defined sales territory.

Key Responsibilities

  • Client Relationship Management - You will be the trusted advisor to our customers, utilizing 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.
  • Business Development - You will define client retention and growth priorities, report on existing customer renewal status, build and maintain a pipeline of growth opportunities, and forecast accurately across future quarters to achieve agreed sales targets.
  • Commercial Acumen - You will meet retention and growth targets in line with Kainos objectives, structure, pitch, and position commercial offers to our customers in line with Kainos commercial strategy and goals.
  • Account Planning - You will develop and maintain an in-depth understanding of our customers through recognized account management practices, enabling you to understand key stakeholders involved, their business priorities, and levels of influence on the Economic Buyer/Buying Committee.
  • Team Collaboration - You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximized.

Essential Requirements

  • Highly experienced with a strong understanding of technology business development processes and Account Planning.
  • 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 organization, 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 travel 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.

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