This is a
hunter Sales role, for a highly motivated individual, driven to succeed covering new business Product sales.
As a
Large Enterprise Account Executive, you will be responsible for selling our SaaS products designed exclusively for
Workday which, at present, include Kainos Smart (Smart Test, Smart Audit and Smart Shield) and Kainos Employee Document Management (EDM).
You will own the sales cycle from Discovery to Close and partner with Sales Leadership, Marketing, Sales Development, Product, and Pre-sales teams to execute on a territory sales plan.
The right person will be energetic, passionate, highly strategic, and competitive by nature, and understand how to partner with stakeholders internally and externally to gain the best results for prospects and Kainos. While sales is naturally competitive and is a very important part of the job, you will be expected to work as part of a team, ensuring that the team culture is a core part of how you go about your day-to-day responsibilities.
This role is based in Indianapolis and is focused on the North America Workday market, specifically covering the West Coast territory.
Your key responsibilities will include:- Manage multiple, concurrent deal cycles, while maintaining accurate and timely customer, pipeline, and forecast data.
- Execute on the Kainos Product Sales Process and use industry standard sales methodology, such as MEDDPICCR and SPIN to win Net New sales.
- Accurately reflect sales performance in CRM and report pipeline to sales leadership
- Facilitate discovery sessions with clients to gain appreciation for our prospect's Workday environment and challenges.
- Prospecting via a multichannel approach and identifying high value opportunities.
- Facilitate demonstrations of the Kainos suite of Smart automation and EDM products and offer advice on how best to use it to get a greater ROI on Workday, both virtually and in person with prospects
- Assess customers' needs and explain how our products can satisfy those needs.
- Develop/plan your sales strategy and grow relationships within the assigned territory.
- Develop, maintain, and grow appropriate relationships within your assigned territory.
- Provide support for marketing activities and events.
Minimum essential requirements: - Be an expert in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to: create business development strategies and account plans that ensure success in winning large deals, recognizing that such a campaign may need to be built up over an extended period; 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.
- A successful track record of Enterprise Software or Solution Sales accompanied by a proven record of hitting targets.
- Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
- Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues
- Expert presentation skills (in-person and remote)
- Ability to travel to designated sales territory at least once per quarter.
Desirable: - Strong academic background - degree level / equivalent
- Experience of the Workday ecosystem
