Customer Base Account Director (Defence)

Kainos; Dartford; Hybrid; GBP 50,000 - 70,000; Full time

Job summary

A technology solutions company in Dartford is seeking a Defence & NS Customer Success Manager to drive client relationships and commercial growth. The role demands strong account management and business development skills, with a focus on building trust and delivering solutions tailored to client needs. Candidates should be ready to engage with clients regularly and thrive in a dynamic environment.

Qualifications

• Proven Account Management experience with strong business development skills.
• Ability to influence at all levels, including executive and C-suite.
• Willingness to travel regularly for client engagements.

Responsibilities

• Retain and grow client relationships through renewals, upsell, and expansion opportunities.
• Act as a trusted advisor to understand client challenges and align solutions.
• Define retention and growth priorities, maintain accurate forecasts, and deliver against sales targets.

Skills

Account Management

Business Development

Communication Skills

Negotiation Skills

CRM Tools

Tools

Dynamics 365

Job description

Join Kainos and Shape the Future

At Kainos, we’re problem solvers, innovators, and collaborators - driven by a shared mission to create real impact. Whether we’re transforming digital services for millions, delivering cutting‑edge Workday solutions, or pushing the boundaries of technology, we do it together.

We believe in a people-first culture, where your ideas are valued, your growth is supported, and your contributions truly make a difference. Here, you’ll be part of a diverse, ambitious team that celebrates creativity and collaboration.

Ready to make your mark? Join us and be part of something bigger.

Defence & NS Customer Success Manager

About the Team

You’ll join our Defence & National Security Client Group, working closely with MOD and NS clients. This is a high-performing, fast‑paced team within our Sales function, focused on customer success and commercial growth. We’re collaborative, diverse, and thrive under pressure—while keeping things fun and supportive.

About You

You’re a team player with a positive, entrepreneurial mindset and deep domain knowledge of Defence, having worked in this environment recently. You’re commercially savvy, comfortable in a quota‑driven, competitive environment, and skilled at building trust‑based relationships. While you’ll work remotely, you’re happy to travel when needed to meet client expectations.

You excel at planning and prioritising to hit deadlines and deliver results aligned with both business and customer objectives.

Main Purpose of the Role & Responsibilities

• Retain and grow client relationships through renewals, upsell, and expansion opportunities.
• Act as a trusted advisor, leveraging your Defence expertise to understand client challenges and align solutions to their strategic goals.
• Partner with Consulting teams to ensure clients achieve maximum ROI from Kainos services, paving the way for future growth.

Key Responsibilities

• Customer Success Leadership: Use a consultative approach to understand client needs, challenges, and opportunities. Build strong relationships from C-level to operational teams.
• Commercial Growth: Define retention and growth priorities, maintain accurate forecasts, and deliver against sales targets.
• Business Acumen: Structure and negotiate compelling commercial offers aligned with Kainos’ strategy and customer need. Present proposals that deliver mutual value.
• Account Planning: Apply best-practice methodologies to map stakeholders, influence buying committees, and prioritise activities.
• Team Collaboration: Work with Account Leaders, Consulting teams, and partners to maximise cross-sell opportunities.
• External Ambassador: Represent Kainos’ culture and values in every client interaction.

Essential Requirements

• Proven Account Management experience with strong business development skills.
• Strong understanding of Kainos’ technical offerings.
• Knowledge of IT business development and contract management.
• Track record of meeting retention and growth targets.
• Familiarity with account planning methodologies and accurate pipeline management.
• Ability to influence at all levels, including executive and C-suite.
• Excellent communication, presentation, and proposal‑writing skills.
• Strong negotiation skills and commercial awareness.
• Familiarity with CRM tools (e.g. Dynamics 365).
• Willingness to travel regularly/ as required for client engagements.
• Ability to thrive in a dynamic, high-pressure environment.
• Ideally you hold a minimum of SC. If not, you must be eligible for a minimum of SC clearance and a willingness to be cleared to this level.

Embracing our differences

At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive. We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are. We also believe every candidate deserves a level playing field.

Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out.

We understand that everyone's journey is different, and by having a private conversation we can ensure that our recruitment process is tailored to your needs.