Customer Base Account Director

4 weeks ago

Belfast, United Kingdom Kainos Full time

About the Role

We are seeking an experienced Enterprise Sales Leader to join our team at Kainos. As an Account Director, you will be responsible for leading our sales efforts in the Workday Products Account Management team.

Your primary focus will be on commercial activity, retaining existing clients, and creating and closing growth opportunities in your defined territory.

You will work closely with our Customer Value Management teams to ensure our customers achieve maximum return on investment from existing products and pave the way for future growth.

Your Key Responsibilities

  • Be a trusted advisor to our customers - you will 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.
  • Develop and secure Kainos as a business - defining client retention and growth priorities, reporting on existing customer renewal status, and building and maintaining a pipeline of growth opportunities.
  • Business acumen - meeting retention and growth targets in line with Kainos objectives, structuring, pitching, and positioning commercial offers to our customers in line with Kainos commercial strategy and goals.
  • Account Planning - developing and maintaining an in-depth understanding of our customers through recognised account management practices, prioritising the activity of our Customer Value Management Team.
  • Being an external Kainos ambassador - embracing and promoting the culture, values, and behaviours that make Kainos unique.
  • Working as part of a team - working with enterprise-level clients, collaborating with colleagues from other business units, and industry partners to ensure cross-selling opportunities are maximised.

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 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 analyse and utilise 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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