Enterprise Sales Director
2 months ago
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 leading and managing our relationships with Large Enterprise and Medium Enterprise Accounts in a defined sales territory.
Key Responsibilities
- Client Relationship Management - You will be a 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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