Enterprise Account Executive

**Our people love the exciting and meaningful work they do, the cutting-edge resources and technology they have access to, the benefits we offer and the great community we’ve built. Want to join them?**

Our vision is to create a world-class Business Development and Marketing capability for Kainos WorkSmart, fuelled 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.

This is a **new business quota carrying Sales role**, for an experienced and highly motivated individual, driven to succeed.

Working as an Enterprise Account Executive in Kainos WorkSmart, you will work as part of the UK&I Business Development team and report directly into the UK&I Business Development Director. You will be responsible for setting and executing the sales strategy for your designated territory, selling Kainos suite of Workday Implementation Services to net new Large Enterprise Workday prospects in UK&I.

Kainos’ full Workday Implementation Services portfolio:

- Implementation Services (Financials, HCM, Planning)
- Change Management & Advisory Services
- Workday Extend Services
- Workday Test Automation (SaaS solution) & Managed Testing Services

The right person will be an experiences sales professional, energetic, passionate, highly strategic and competitive by nature. You will have strong communication, bid response and relationship building skills with stakeholders internally and externally to gain the best results for the clients and our business.

**Your key responsibilities will include**:

- Ownership of the full sales lifecycle from Qualify to Closed
- Develop/plan your sales strategy and effectively position the Kainos’ services in the UK&I region
- Develop, maintain and grow appropriate relationships with our strategic partner Workday in the UK&I
- Building the relationship with Workday Alliances and feeding into the structure of our engagement with Workday.
- Manage, open and close, multiple, concurrent deal cycles, while maintaining accurate and timely customer, pipeline, and forecast data
- Facilitating discovery sessions with prospective clients to gain appreciation for their environment and challenges
- Assessing prospective customers' needs and explaining how Workday can satisfy those needs
- Work with and direct the internal Pre-Sales function to develop and execute new business leads through lead generation activities
- Building and delivering on-line and face to face presentations and co-ordinate demonstrations
- Visiting prospective client businesses to establish and act on selling opportunities
- Working with internal stakeholders to respond to tender requests, gathering estimates, co-ordinate response streams and actively develop relationships with prospect procurement departments
- Quoting and negotiating prices and credit terms, navigating through the procurement process and completing contracts
- Maintain a pipeline of qualified sales opportunities within assigned territory
- Reporting sales performance, and sales pipeline to the UK&I Business Development Director

**MINIMUM (ESSENTIAL) REQUIREMENTS**:

- A successful 5-year track record of enterprise scale commercial Sales in a software-related business solutions environment accompanied by a proven record of hitting targets
- Demonstrable experience of winning contracts with a minimum value £1m+
- Exceptional presentation skills with the ability to present to all organization levels
- Proven 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
- Significant experience in customer facing roles
- Experience of leading / participating in requirements workshops
- Strong commercial awareness and sound understanding of sales and project dynamics
- Previous delivery of interactive presentations / demonstration
- Able, if required, to travel to customer sites in the same region (mínimal out of region travel may also be required)

**DESIRABLE**:

- A background including commercial IT Services experience within a delivery related role such as: Payroll / HCM or Financial systems or Business Analysis / Project Management / Technical Account Management

**WHO YOU ARE**:
Our vision is to enable outstanding people to create digital solutions that have a positive impact on people’s lives. Our values aren't abstract; they are the behaviours we expect from each other every day and underpin everything that we do. We expect everyone to display our values by being **determined** in how obstacles are over