Account Executive - Workday Smart Products

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.  Putting 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: ocreate 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 odeliver 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  EXAMPLE: [For BU/Sector/Region] capture details of requirement 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.  EXAMPLE: [For BU/Sector/Region] capture details of requirement