Medium Enterprise Account Executive – Workday Products

When you join Kainos, you get to think beyond limitations to make an immediate and positive impact – like transforming digital services for millions of citizens or helping Fortune 500 companies get live and thrive on Workday.You’ll be part of a people-first culture that is growing around the world. We’re a creative, committed, and diverse group of individuals who succeed as a team.At Kainos your ideas are heard and valued and you’ll leave a legacy that you can feel proud of. Join us and discover how our people write our story.

This is a hunter Sales role, for a highly motivated individual, driven to succeed covering new business Product sales.

As a Medium 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.

Whilst based in Belfast, this role is focused on the North America Workday market. As such, successful applicants will be expected to balance their schedule around the time zone of their given territory. This will include evening appointments and require regular travel to North America (at least once per quarter).

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

About us

At Kainos we use technology to solve real problems for our customers, overcome big challenges for businesses, and make people’s lives easier.

We build strong relationships with our customers and go beyond, to change the way they work today and the impact they have tomorrow.

Our two specialist practices, Digital Services and Workday, work globally for clients across healthcare, commercial and the public sector to make the world a little bit better, day by day.

For more information, see kainos.com

At Kainos, we recognise many of the greatest ideas and innovations come from a diverse mix of minds, backgrounds and experiences, and are committed to cultivating an inclusive working environment that drives changes in Technology. Therefore, we particularly welcome applications from groups who are typically under-represented in this sector including women non-binary and transgender people. Read about flexible working, parental leave and other benefits here. All appointments will be on the basis of merit. 

Our vision and values:
Our vision is to enable outstanding people to provide solutions that have a positive impact on people’s lives. 

Our values are not abstract; they are the behaviours we expect from each other every day and underpin everything that we do. We expect everyone to display our values by being determined in how obstacles are overcome; honest when dealing with others; respectful of how you treat others; creative to find solutions to complex problems and cooperative by sharing information, knowledge and experience. These values, applied collectively, help to produce an outstanding Kainos person, team and culture.