Customer Base Account Director

About The Team 

You will join our Customer Base Sales team selling into enterprise level clients across the world. You will work inside our Sales & Marketing function with a core focus on revenue generating commercial activity. You will join a high performing team that thrives in a high-pressure environment. We are an international and fun team that is diverse and collaborative. 

About The Person 

You are a team player with a positive can-do attitude and entrepreneurial mindset. Ideally, you have a strong understanding of Workday and or other HR and Finance platforms.  You are located near our Indianapolis sales hub.  

You thrive in a dynamic fast-moving environment that is constantly adapting to change. Willingness to travel at least once per quarter for a series of client visits, with conferences, onsite training, Sales Kick off, Onsite Team QBRs and Regional User Groups on top. This person flourishes in a quota driven, highly competitive, high performance and pressurised environment. You posess the ability to plan and prioritise your time effectively to meet deadlines in accordance with business and customer requirements. 

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS: 

As an Account Director at Kainos, you will join the Workday Products Customer Base AMER Sales Team. You will work inside our Sales & Marketing function with a core focus on revenue generating activity; retaining our clients (Renewals), creating, and closing growth opportunities (Upsell and Expansion) in your defined territory. 

You are an entrepreneurial and commercially minded individual who has a strong track record of business development achievements in Net New, Customer Base Sales or Account Management roles. You have a flair for building long standing customer relationships based on trust and an in depth understanding of customer commercial behaviours. You will establish, maintain, and oversee our mutually beneficial customer relationships spanning C-Level to HRIT Ops. 

In this role, you are the Account lead for Large Enterprise to Major Accounts in a defined sales territory across the AMER region. You are responsible and accountable for all Kainos Workday Product commercial activity and account management matters with these customers. You will work in close partnership with our Customer Value Management teams to ensure our customers achieve maximum return on investment from existing products and in turn pave the way for future growth.  

Your key responsibilities will include: 

• Being a trusted advisor to our customers - you utilise a consultative approach to Account Management, taking the time to fully understand your customers, their business, their challenges and opportunities as they relate to Workday. Empathy, active listening, being responsive and creative problem solving all play a part here. 

• Developing and securing Kainos as a business - Defining client retention and growth priorities. You will report on existing customer renewal status while also building and maintaining a pipeline of growth opportunities. You will forecast accurately across future quarters to achieve agreed sales targets and maintain predictability of all future revenue streams. 

• Business acumen - you will need to meet retention and growth targets in line with Kainos objectives. As part of this, you will structure, pitch and position commercial offers to our customers is in line with Kainos commercial strategy and goals. You are an experienced and strong negotiator who interfaces with senior stakeholders. You have experience of presenting, refining and positioning sales proposals that achieve an expected outcome for Kainos and our customers. 

• Account Planning – you will develop and maintain an in depth understanding of our customers through recognised account management practices that enable you to understand key stakeholders and personas involved, their business priorities and levels of influence on the Economic Buyer or Buying Committee. In addition, you will utilise an Account Plan to prioritise the activity of our Customer Value Management Team. 

• Being an external Kainos ambassador – with an external customer focus, you must ensure that you embrace and promote the Kainos and Team cultures, values and behaviours that make Kainos unique. 

• Working as part of a team – you will work with enterprise level clients, most of our customers are very complex and require an experienced Account Director to lead and leverage a wider multi-disciplinary team. You often work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised. 

Essential Requirements: 

• Highly experienced Account Manager with a strong understanding of business development processes and Account Planning (TAS, Miller Heiman) who can construct persuasive commercial offers and in turn builds adequate qualified pipeline to meet quotas. 

• Track record of delivering against retention and growth targets (annual) 

• Demonstrable ability to actively listen, communicate effectively, present and influence credibly and effectively at all levels of the organisation, including executive and C-level. 

• Excellent writing and presentation skills with proven capability of delivering a value-based proposal in a highly competitive market. 

• Great 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 and future projects 

• Ability to operate successfully in a highly competitive, high performance and pressurised environment, making sensible decisions that don’t compromise Kainos reputation and values 

• Ability to plan and meet deadlines in accordance with business and customer requirements 

• Great negotiation skills, both from a commercial and contract perspective 

• Ability to analyse and utilise data points in the construction of a business case for both internal and external stakeholders. 

• Ability to travel at least once per quarter for a series of client visits, with conferences, onsite training, Sales Kick off, Onsite Team QBRs and Regional User Groups on top.  

• Ability to attend Indianapolis office a min of 1 day per week for team activity  

• Proficiency in Dynamics 365 or other CRM (SFDC, HubSpot etc.). 

• Ability to operate in a dynamic fast-moving environment that is constantly adapting to change. 

Desirable Experience: 

• Account Management experience with HR, HCM, Financial Management, or Payroll applications 

• Knowledge of IT business development, Account Management processes and contract management with demonstrable experience of winning, retaining and growing long term SaaS partnerships and contracts with significant values associated 

• Experience of maintaining accurate and timely customer Account Plans, Pipeline and Forecast data in internal business systems (CRM) 

• Proven track record of success in an Account Management, Customer Base Sales growth and retention focused role 

• Bachelor's degree, Business or technical degree preferred.