Sales Engineer

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.

Our vision is to create a world-class business development and marketing capability for Kainos, fueled 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 Sales Engineer (Solution Consultant), you will play a crucial role in driving the success of our Kainos Smart toolset and Electronic Document Management for Workday solution. Leveraging your extensive experience and consultative selling skills, you will initiate and nurture long-standing relationships with prospective customers and executive sponsors. By employing effective selling strategies and a deep understanding of client needs, you will position Kainos as a trusted partner in delivering innovative solutions that address complex business challenges.

Your key responsibilities will include: 

• Customer Engagement and Discovery - Conduct in-depth discovery sessions with potential customers to understand their business challenges, processes, and requirements. Collaborate with sales teams to develop comprehensive understanding of customer needs and pain points. Identify opportunities where Kainos products can provide value to customers.

• Solution Design and Presentation– Create and deliver tailored product demonstrations and presentations that highlight how Kainos solutions address specific customer needs. Develop compelling business cases and value propositions that highlight the benefits of Kainos products. Articulate complex technical concepts in business terms to diverse audiences, including C-level executives.

• Technical Expertise and Product Advocacy – Maintain deep knowledge of Kainos products, as well as industry trends and competitive landscapes. Provide technical expertise and product knowledge to support the sales team throughout the sales cycle. Collaborate with product teams to communicate market needs and identify potential product enhancements.

• Cross-functional Collaboration – Work closely with marketing teams to develop and deliver webinars, product materials, and other content that highlights Kainos solutions. Participate in trade shows, user groups, and industry events to represent Kainos and gather market intelligence. Liaise between customers, sales teams, and product development to ensure alignment of product roadmap with market needs

• Building trust with prospects – you will be expected to utilise 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. 

• Business Analysis and Strategy - Analyze industry trends and customer feedback to identify new opportunities for product development or market expansion. Contribute to the development of go-to-market strategies for new product features or offerings. Provide insights to help close product gaps based on customer requirements and competitive analysis.

• Putting people first & developing others – you’ll be an integral part of a high performing team and share your skills and experiences with your peers to lift the culture and overall effectiveness of the team. 

 
Minimum (essential) requirements:

• Industry Experience in HCM industry: Comprehensive understanding of the HCM market, including competitive dynamics and industry trends. 

• Sales and Customer Engagement Background: 3-5 years of experience in sales engineering, solution consulting, or customer-facing roles, preferably within SaaS or related industries.

• Consultative Selling Expertise: Strong knowledge of consultative selling methodologies, with a proven ability to identify customer needs, understand the competitive landscape, and effectively position Kainos products.

• Presentation and Communication Skills: Exceptional presentation skills, both remote and in-person, with the ability to craft compelling narratives and deliver business value-based proposals to diverse audiences, including executive and C-level stakeholders.

• Commercial Acumen: Strong commercial awareness and a solid understanding of sales and marketing principles, enabling effective engagement with clients and stakeholders.

• Relationship Building: Excellent networking skills with a demonstrated ability to build and maintain strong relationships with senior stakeholders, fostering trust and collaboration.

 
Desirable:

• Proven experience in presales or sales consulting roles within the Human Capital Management (HCM) enterprise software space, with a track record of successfully positioning and selling HCM solutions.

• Relevant industry certifications in Workday or other leading HCM platforms, along with strong networking skills and the ability to build relationships with key stakeholders and industry influencers.

• Presentation training like Demo2Win, Corporate Visions, etc.