Workday Services - Emerging Account Executive

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.

As an Emerging Account Executive in Kainos, you will be responsible for building Kainos’ new business by forging into new accounts in the Emerging market (SMB market), based on building an extensive network of industry contacts.
 

You will be working collaboratively with other members of the business development team as well as colleagues from other areas of the business including delivery, legal, marketing and operations.
Your key responsibilities will include:

• Business Growth: You will source and build a rich pipeline of opportunities across your assigned region(s), enabling you to forecast accurately for the current quarter and fiscal year aligned to your agreed-upon sales targets. 
• Co-Sell - utilizing industry and product knowledge, you will develop sector/region-specific co-sell strategy to lead pursuit teams (product demo, value, and implementation services) to further accelerate Workday’s subscription growth with Kainos resources.
• Trusted Advisor: You will be expected to apply a consultative selling approach based on properly understanding our customers and their challenges/opportunities. Empathy, active listening, responsiveness, and creativity all play a part here.
• Deal Execution: Ability to sell the deployment value. This includes positioning of Kainos, understanding and scoping our customer’s requirements, creation of proposals and contracts, and negotiations. These deals will need to meet sales, revenue, and profitability objectives and ensure that the work contracted is compatible with Kainos’ strategy and goals.
• Partnerships: You will build and maintain successful relationships with the Workday Sales team to position Kainos as a trusted go-to partner and continually add value.
• Shaping Deal – these deals will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals.
•  Negotiating and managing senior stakeholders – you will be a strong negotiator and strong in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
• Being an external Kainos ambassador – with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviors that make Kainos unique.
• Working as part of a team – B2B enterprise deals are usually complex and require a business development professional to lead and leverage a wider multi-disciplinary team. You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximized
• Putting people first and developing others – you’ll may be required to manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.
   
• MINIMUM (ESSENTIAL) REQUIREMENTS:

• 3-4 years of experience in delivery and consulting roles deploying ERP solutions
• Broad knowledge of the business development process and constructing commercial deals to build an adequate qualified pipeline• 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 organization, 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
• Broad technology experience and a sound awareness of technology trends and their potential impact on current & future projects
• Solid appreciation of digital services concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors
• Ability to operate in a highly competitive and pressurized 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:
• Knowledge of IT business development process and contracts with demonstrable experience of winning contracts
• Knowledge or experience in Salesforce CRM
• An appreciation and knowledge of technology delivery, agile methodologies, etc.