About the roleKainos is a market leading Workday Partner, and our services business is how Workday customers realize the value of their investment: deployment, optimization, and ongoing innovation.
In this Account Executive role, you will develop and own a pipeline of Workday Services opportunities across enterprise and strategic accounts. You will co-sell closely with Workday's own sales teams, where Kainos accelerates their subscription growth and they open doors for our services. You will operate with real autonomy: build relationships, shaping programs, building proposals, owning commercials, and forecasting your own number, while drawing on a wider team across delivery, presales, legal, marketing, and operations to support you.
What you will do Sell as a trusted advisor. Take a consultative approach grounded in understanding the customer's actual challenges, not just their stated requirements. Empathy, active listening, responsiveness, and creativity all matter on every deal.
Co-sell with Workday. Build genuine, trusted relationships with Workday's sales teams so that Kainos is the go-to services partner. Develop sector and segment-specific co-sell strategy, and lead pursuit teams (demo, value story, implementation services) to accelerate Workday subscription growth using Kainos resources.
Shape and execute deals. Position Kainos, understand the customer's requirements, and build proposals and contracts that best position our firm. Every deal needs to meet sales, revenue, and profitability objectives, and the work you contract must be deliverable and aligned to Kainos' strategy.
Flex across deal types. Run the leaner, quicker engagement and the longer, more complex pursuit with equal skill, and know which approach each opportunity calls for.
Negotiate and manage senior stakeholders. Present and refine proposals with senior and C-level stakeholders and negotiate strong commercial and contractual outcomes for Kainos.
Work as part of a team. Enterprise services deals are complex and require a team. Lead and leverage a multi-disciplinary team to maximize the customer outcomes.
Be a Kainos ambassador. Represent the culture, values, and behaviors that make Kainos distinctive in every customer interaction.
Develop others. You may coach or mentor a small number of colleagues, supporting their performance and career growth.
What good looks like - You consistently deliver against quarterly and annual targets.
- Develop relationships across your prospects, customers, and Workday sales team.
- Partner closely with our delivery organization to deliver successful programs.
Essential requirements - A strong track record selling professional or implementation services, ideally in the Workday ecosystem or a comparable enterprise SaaS / ERP environment (Workday, SAP SuccessFactors, Oracle, and similar).
- A good understanding of how complex commercial services deals are constructed, scoped, and priced, and the ability to build a qualified pipeline against a target.
- A demonstrated record of delivering against quarterly and annual sales targets.
- The ability to communicate, present, and influence credibly at all levels, up to and including C-level.
- Excellent writing and presentation skills, with proven experience producing value-based proposals in competitive situations.
- Strong networking skills and the ability to build appropriate, lasting relationships with senior stakeholders and partners.
- Sound awareness of technology trends and how they affect current and future projects, and the ability to articulate what makes Kainos' services distinctive against competitors.
- The judgement to operate in a competitive, high-pressure environment and make sensible decisions that protect Kainos.
- Strong commercial and contractual negotiation skills.
- The ability to plan and meet deadlines in line with business needs.
Desirable - Hands-on Workday or ERP delivery / consulting background. This is a real plus, because it sharpens how you scope and de-risk deals, but it is not a requirement. We are hiring a seller, not a consultant.
- Experience selling across accounts of varying size and complexity.
- Familiarity with agile delivery methodologies and modern technology delivery concepts.
- A track record of mentoring or coaching others.
