Customer Base Account Director

Kainos•Indianapolis, IN

4d•Onsite

About The Position

The Account Director will join Kainos’s Workday Products Customer Base AMER Sales Team, working in Sales & Marketing on revenue-generating commercial activity. The role is accountable for managing Kainos Workday Product commercial activity and customer relationships for Large Enterprise to Major Accounts in a defined AMER territory. The focus is on retaining clients through renewals and creating and closing growth opportunities through upsell and expansion. The Account Director builds trusted, long-term relationships with customer stakeholders from C-level executives to HRIT operations, using a consultative approach and a deep understanding of customers’ businesses, challenges, priorities, and commercial behaviours. The role partners closely with Customer Value Management teams to help customers achieve value from existing products and support future growth. It also involves leading multidisciplinary teams and collaborating with other Kainos business units and industry partners to maximize cross-selling opportunities. The position is suited to an entrepreneurial, commercially minded account manager who can work in a quota-driven, competitive, high-pressure environment. The role requires travel at least once per quarter for client visits and other events, and attendance at the Indianapolis office at least one day per week for team activity.

Requirements

Highly experienced account manager with a strong understanding of business development processes and account planning, including TAS or Miller Heiman.
Track record of delivering annual retention and growth targets.
Ability to build a qualified pipeline and construct persuasive commercial offers to meet quotas.
Ability to listen actively, communicate effectively, present, and influence credibly at all organizational levels, including executive and C-level stakeholders.
Excellent writing and presentation skills, including the ability to deliver value-based proposals in a highly competitive market.
Strong networking skills and ability to build appropriate relationships with senior stakeholders.
Broad technology experience and awareness of technology trends and their potential impact on current and future projects.
Ability to operate successfully in a competitive, high-performance, pressurized environment and make decisions that uphold Kainos’s reputation and values.
Ability to plan and prioritize work and meet deadlines in line with business and customer requirements.
Strong commercial and contract negotiation skills.
Ability to analyze and use data to build business cases for internal and external stakeholders.
Ability to travel at least once per quarter for client visits, with additional travel for conferences, onsite training, Sales Kick Off, onsite Team QBRs, and Regional User Groups.
Ability to attend the Indianapolis office at least one day per week for team activity.
Proficiency in Dynamics 365 or another CRM such as SFDC or HubSpot.
Ability to work in a dynamic, fast-moving environment that is constantly adapting to change.
Team-player attitude, positive can-do approach, and entrepreneurial mindset.
Located near the Indianapolis sales hub.
Willingness to travel for customer and company events.

Nice To Haves

Strong understanding of Workday and/or other HR and Finance platforms.
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 winning, retaining, and growing long-term SaaS partnerships and contracts of significant value.
Experience maintaining accurate and timely customer account plans, pipeline, and forecast data in internal business systems such as CRM.
Proven success in an Account Management or Customer Base Sales role focused on growth and retention.
Bachelor’s degree; a business or technical degree is preferred.

Responsibilities

Serve as the account lead for Large Enterprise to Major Accounts in a defined AMER sales territory, overseeing Kainos Workday Product commercial activity and account management matters.
Build and maintain trusted customer relationships across stakeholders from C-level to HRIT operations, using a consultative approach to understand customer needs, challenges, and opportunities.
Define customer retention and growth priorities, monitor renewal status, and build and maintain a qualified 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, and structure, pitch, and position commercial offers in accordance with Kainos’s commercial strategy.
Negotiate with senior stakeholders and present, refine, and position sales proposals to achieve appropriate outcomes for Kainos and its customers.
Develop and maintain detailed account plans that identify stakeholders, personas, business priorities, and influence over the economic buyer or buying committee.
Use account plans to prioritize Customer Value Management team activity.
Partner with Customer Value Management teams to support customers in achieving maximum return on investment from existing products and enable future growth.
Represent Kainos externally and promote its culture, values, and behaviours.
Lead and leverage multidisciplinary teams for complex enterprise customers; collaborate with other business units and industry partners to maximize cross-selling opportunities.
Use data to construct business cases for internal and external stakeholders.