Client Partner

Kinaxis; Berlin; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flexible vacation

Flexible work options

Well-being programs

Virtual fitness classes

Mentorship programs

Recognition programs

Hackathons

Job summary

Kinaxis, a global leader in supply chain orchestration, is seeking a Senior Client Partner to structure and sell services for RapidResponse deployments in the North America region, with remote work options from Germany or France. You’ll leverage your RapidResponse knowledge and commercial acumen to identify opportunities and deliver optimal deployment plans across internal and external stakeholders.

You will drive discovery workshops, build strategic account plans, and partner with Sales to

Qualifications

• Bachelor's degree and long experience in large scale software implementations.
• 5+ years in professional services sales with new customers.
• Background in consulting and ability to develop SOWs for client deployments.
• Excellent communication and ability to win trust at all levels up to C-suite.

Responsibilities

• Identify sales and services opportunities for an assigned book of business and manage engagements through the services sale lifecycle.
• Present deployment methodology and phased deployment approaches.
• Develop strategic account plans to meet revenue targets.
• Partner with internal Sales to identify and close new opportunities.
• Develop comprehensive SOWs with cost, time and resource estimates for deployments.
• Lead discovery workshops to understand client issues and align on project direction.
• Build partnerships with PS, Product Management, Support Services, and Sales teams.
• Help establish referenceable clients for Kinaxis.
• Maintain relationships with partner organizations involved in sales or deployment.

Skills

Excellent communicator

Negotiation

Travel 30-60%

Strategic thinker

Education

Bachelor's degree in computer science, process engineering, business, supply chain management or related field

Job description

About Kinaxis

Are you looking to join an innovative, market-leading company where you can truly elevate your career? At Kinaxis we are serious about culture, we are serious about technology, we are serious about customers, and we are serious about not taking ourselves too seriously. If you are looking to be part of an incredible growth story, then we might just be the place for you!

In 1984, we started out as a team of three engineers. Today, we have grown to become a global organization with over 2000 employees around the world, 6 global office and a best-in-class HQ in Ottawa, Canada. As winners of several Top Employer awards globally, we are proud to work with our customers and employees towards solving some of the biggest challenges facing supply chains today.

Kinaxis is a global leader in modern supply chain orchestration, powering complex global supply chains, and supporting the people who manage them. Our powerful, AI infused platform provides full transparency and visibility across end-to-end supply chains, enabling our customers to make faster, better decisions. We are trusted by renowned global brands to provide the agility and predictability needed to navigate today’s volatility and disruption. With more than 40,000 users in over 100 countries, we are expanding our team as we continue to innovate and revolutionize how we support our customers.

Location

This is a remote position. You can work from home and be located in Germany or France.

About The Team

Working as part of the Professional Services (PS) team at Kinaxis, the Client Partner is responsible for structuring and selling the services required to successfully deploy RapidResponse and associated services (Change Management, Business Process Design, Custom Learning Services and Integration Development where appropriate), within the North America region. Leveraging their knowledge of RapidResponse as well as their commercial acumen in the supply chain management space, the Client Partner acts as a trusted advisor to identify and promote Kinaxis solutions to assist in solving customer challenges and ensure an optimal delivery plan. The Client Partner must be able to communicate and work with all levels of internal and external stakeholders ranging from C-level executives, sales partners to key operational personnel.

What you will do

• Identify sales and services opportunities for an assigned book of business and manage ongoing engagements with customers throughout the services sale lifecycle.
• Present deployment methodology and make recommendations on phased approaches to deployments.
• Develop strategic account plans to meet assigned revenue target.
• Partner with the internal Sales team to identify and close new business opportunities.
• Develop comprehensive SOWs, including communicating what would be required in terms of cost, time, and resources to deploy an implementation to client specifications.
• Lead discovery workshops to understand client business issues and gain a shared understanding of the project and develop a design direction.
• Build productive partnerships with internal stakeholders of the PS, Product Management, Support Services, and Sales teams.
• Responsible for helping to establish referenceable clients for Kinaxis.
• Build and maintain effective relationships with partner organizations who are engaged in sales, or deployment of, Kinaxis' solutions.
• Be the deployment trusted advisor for customers and partners.

What we are looking for

• Bachelor's degree in computer science, process engineering, business, supply chain management or a related field.
• Minimum 7 years industry experience in large scale and complex implementations in software consulting services, including hands on experience developing SOWs to deploy client projects, ideally in the supply chain management space.
• Minimum of 5 years' experience in professional services sales with new customers.
• A background in consulting
• Excellent communicator and able to gain trust quickly with all levels of customers up to C-suite.
• Proven negotiator with a track record of consistently meeting or exceeding revenue targets.
• Dynamic and critical thinker who can understand the intricacies of a deployment and the solution, while also maintaining a strategic view of the project and customer needs.
• Travel 30-60% of the time domestically and occasional international travel.
• Kinaxis RapidResponse certification in the role of Contributor, Author, or Admin is considered an asset.

Senior

Work With Impact: Our platform directly helps companies power the world's supply chains. We see the results of what we do out in the world every day, when we see store shelves stocked, when medications are available for our loved ones, and so much more.

Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Lockheed Martin, Unilever, P&G, ExxonMobil, Cisco and more.

Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we're committed to a long-term net-zero operations strategy. We are involved in our communities and support causes where we can make the most impact.

People matter at Kinaxis and here are some of the perks and benefits we offer, which may vary by location and employee:

• Flexible vacation and Kinaxis Days (company-wide days off)
• Flexible work options
• Physical and mental well-being programs
• Regularly scheduled virtual fitness classes
• Mentorship programs, training, and career development
• Recognition programs and referral rewards
• Hackathons

For more information, visit the Kinaxis website at www.kinaxis.com or the company's blog at http://blog.kinaxis.com.

Kinaxis welcomes candidates to apply to our inclusive community. We provide accommodations upon request to ensure fairness and accessibility throughout our recruitment process for all candidates, including those with specific needs or disabilities. If you require an accommodation, please reach out to us at [e-mail]. This contact information is for accessibility requests only and cannot be used to inquire about the status of applications.

Kinaxis is committed to ensuring a fair and transparent recruitment process. We use artificial intelligence (AI) tools in the initial step of the recruitment process to compare submitted resumes against the job description to identify candidates whose education, experience, and skills most closely match the requirements of the role. After the initial screening, all subsequent decisions regarding your application, including final selection, are made by our human recruitment team. AI does not make any final hiring decisions.