Account Executive - Workday Smart Products

Kainos; Oregon; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Kainos is hiring a Business Development Manager in the United States to build and manage a robust pipeline across new and existing accounts. You will lead pursuit teams, shape strategic deals, and act as a trusted advisor to customers, aligning offerings with client needs.

Collaborate across delivery, legal, marketing and operations to maximize cross-selling opportunities and drive revenue growth while mentoring junior team members and promoting Kainos values.

Qualifications

• Deep knowledge of the business development process and deal commercials.
• Ability to communicate, present and influence credibly at all levels, including executive/C-level.
• Excellent networking skills and ability to build relationships with senior stakeholders.
• Broad technology experience and awareness of tech trends for current/future projects.
• Ability to plan and meet deadlines in line with business requirements.
• Excellent negotiation skills across commercial and contract contexts.

Responsibilities

• Developing Kainos as a business by building and maintaining a pipeline of opportunities across new and existing accounts.
• Providing business development leadership, creating prospect/account plans and managing pursuit teams.
• Putting deals together to meet sales, revenue and profitability objectives.
• Acting as a trusted advisor: understanding customer challenges and opportunities with empathy and responsiveness.
• Building and maintaining strategic partnerships to position Kainos as a go-to trusted partner.
• Negotiating and managing senior stakeholders with compelling proposals.
• Being an external Kainos ambassador, promoting values and culture externally.
• Working with cross-functional teams to maximize cross-selling opportunities.
• Pushing for people development by coaching and mentoring team members.

Skills

Business development

Deal negotiation

Stakeholder management

Sales forecasting

Executive communication

Tools

Salesforce CRM

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.

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.

As a Business Development Manager in Kainos, you will be responsible for building Kainos' new business by forging into new accounts, based on building an extensive network of industry contacts.

You will be accountable for building relevant stakeholder relationships with customers and industry partners to ensure cross-selling opportunities are maximised. 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:

• Developing Kainos as a business - using on a combination of new and existing accounts (where applicable), you will build and maintain a rich pipeline of opportunities which will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintaining predictability of future revenue.
• Providing Business development Leadership - utilising best industry practice and processes, you will develop prospect and account plans, forming and managing pursuit teams (where applicable) to develop pipeline and deliver revenue.
• Putting deals together - these deals will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos' strategy and goals.
• Being a trusted advisor for our customers - you will be expected to apply 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.
• Building and developing strategic partnerships - you will build and maintain successful partnerships with both our strategic partners and other businesses in our ecosystem to enable Kainos to be positioned as go-to partner that is trusted and continually adds value.
• Negotiating and managing senior stakeholders - you will be an excellent negotiator and strong in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
• Be an external Kainos ambassador - with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours 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 also work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.
• Pushing people first and 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.

MINIMUM (ESSENTIAL) REQUIREMENTS:

• Be highly knowledgeable in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to:
• • create business development strategies and an account plan that ensure success in winning £/$/€ multi-million deals, recognising that such a campaign may need to be built up over an extended period of time; and
  • deliver against quarterly and annual targets.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level.
• Excellent 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.
• Excellent knowledge 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 pressurised environment, making sensible decisions that don't compromise Kainos.
• Ability to plan and meet deadlines in accordance with business requirements.
• Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues.
• 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 of delivering and/or selling digital services of scale and complexity (£multi-million) for at least five years in a previous role.
• Knowledge or experience in Salesforce CRM.
• An appreciation and knowledge of technology delivery, agile methodologies, etc.

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.