Account Executive – Workday Products

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:

Our vision is to create a world-class business development and marketing capability for Kainos, 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.

Whilst based in Belfast, this role is focused on the North America Workday market.  As such, successful applicants will be expected to balance their schedule around the time zone of their given territory.  This will include evening appointments and require regular travel to North America (at least once per quarter).  
As an Account Executive you will use your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors. You will employ effective selling strategies to successfully position Kainos Smart tool.

Your key responsibilities will include:

• Driving prospecting and opportunity qualification activities – you will work independently to engage with prospects through multiple mediums such as outbound calling, email, and social media.

• Educating customers on the Kainos Smart product – you will lead the demonstrations and presentations of the product to prospects. You will also explore the complex customer challenges and business pains to demonstrate the value of Kainos Smart solution.

• Developing Kainos as a business – you will generate new leads and progress assigned leads with a view to these maturing into sales opportunities.

• Being an external Kainos ambassador - you will be expected to competently describe Kainos and its offerings at a high level to prospects. You will formally present to prospects and customers in a manner that positions Kainos as a professional and market leading supplier.

• Building trust with prospects – you will be expected to utilise a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. Empathy, active listening, being responsive and creativity all play a part here.

• Delivering against our targets – you will deliver and exceed upon our quarterly opportunity and revenue team targets by producing a high-quality pipeline focused on net new business.

• Ensuring strategic alignment – you will work closely alongside our Marketing team and Territory Managers to create and execute demand generation for identified and prioritised strategic account lists within specific territories and sectors.

• Putting people first & developing others – you’ll manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.

• This is a hybrid role, with a mix of working from home and 2-3 days working from the Belfast office. 

Minimum (essential) requirements:

• Significant experience in working in the HCM industry and a detailed understanding of the HCM market including knowledge of the competition.

• Prior experience in inside sales or sales development or a background including 3 - 5 years of commercial IT Services experience within a telemarketing sales environment.

• Demonstratable experience / Strong knowledge with consultative selling methodologies including the ability to understand the competitive landscape and customer needs to effectively position a product.

• Strong commercial awareness and sound understanding of sales and marketing.

• Demonstratable experience in building early stage pipeline, developing prospect accounts, calling into prospect accounts and building trusting relationship.

• Ability to understand and effectively explain the benefits of a SaaS Automated Testing Product.

• Good 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.

• Excellent writing and presentation skills with proven capability of delivering a business value-based proposal in a competitive environment.

• Good networking skills and the ability to build strong and appropriate relationships with senior stakeholders.

• Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos.

• Ability to plan and meet deadlines in accordance with business requirements.

• Good negotiation skills, both from a commercial and contract perspective.

• We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important.

Desirable:

• Experience in creating and executing demand generation campaigns using technology stacks such as DiscoverOrg, ZoomInfo, SalesLoft, Sales Navigator or equivalent.

• Experience of the Workday solutions portfolio.

• Previous experience of consulting/deployment services.