Customer Base Account Director

Kainos•Indianapolis, IN

6d•Hybrid

About The Position

Join Kainos and Shape the Future At Kainos, we’re problem solvers, innovators, and collaborators - driven by a shared mission to create real impact. Whether we’re transforming digital services for millions, delivering cutting-edge Workday solutions, or pushing the boundaries of technology, we do it together. We believe in a people-first culture, where your ideas are valued, your growth is supported, and your contributions truly make a difference. Here, you’ll be part of a diverse, ambitious team that celebrates creativity and collaboration. Ready to make your mark? Join us and be part of something bigger. 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. Embracing our differences At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive. We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are. We also believe every candidate deserves a level playing field. Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out. We understand that everyone's journey is different, and by having a private conversation we can ensure that our recruitment process is tailored to your needs. 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. Our people love the exciting work, the cutting-edge technologies and the benefits we offer. That’s why we’ve been ranked in the Sunday Times Top 100 Best Companies on numerous occasions. For more information, see kainos.com.

Requirements

Highly experienced Account Manager with a strong understanding of business development processes and Account Planning (TAS, Miller Heiman).
Ability to construct persuasive commercial offers and build an 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 organization, 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 pressured 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 analyze and utilize 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 minimum 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.

Nice To Haves

Strong understanding of Workday and or other HR and Finance platforms.
Located near our Indianapolis sales hub.
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.

Responsibilities

Retain clients (Renewals), create, and close growth opportunities (Upsell and Expansion) in a defined territory.
Establish, maintain, and oversee mutually beneficial customer relationships spanning C-Level to HRIT Ops.
Act as the Account lead for Large Enterprise to Major Accounts in a defined sales territory across the AMER region.
Be responsible and accountable for all Kainos Workday Product commercial activity and account management matters with these customers.
Work in close partnership with Customer Value Management teams to ensure customers achieve maximum return on investment from existing products and pave the way for future growth.
Utilize a consultative approach to Account Management, understanding customers' businesses, challenges, and opportunities related to Workday.
Define client retention and growth priorities.
Report on existing customer renewal status and build/maintain a pipeline of growth opportunities.
Forecast accurately across future quarters to achieve agreed sales targets and maintain predictability of future revenue streams.
Meet retention and growth targets in line with Kainos objectives.
Structure, pitch, and position commercial offers to customers in line with Kainos commercial strategy and goals.
Interface with senior stakeholders as an experienced and strong negotiator.
Present, refine, and position sales proposals that achieve expected outcomes for Kainos and customers.
Develop and maintain an in-depth understanding of customers through recognized account management practices.
Understand key stakeholders and personas involved, their business priorities, and levels of influence on the Economic Buyer or Buying Committee.
Utilize an Account Plan to prioritize the activity of the Customer Value Management Team.
Embrace and promote Kainos and Team cultures, values, and behaviors as an external Kainos ambassador.
Lead and leverage a wider multi-disciplinary team when working with enterprise-level clients.
Work closely with colleagues from other business units and industry partners to maximize cross-selling opportunities.