Customer Value Manager

Kainos•Indianapolis, IN

17h

About The Position

Kainos is seeking a Customer Success Manager (Consultant) to join their team, focusing on post-sale customer partnerships to drive adoption, satisfaction, growth, and retention. This role acts as a bridge between Professional Services, Operational Support, and Business Development teams, ensuring a successful user experience with Kainos Smart. Kainos is a company that uses technology to solve real problems for customers, overcome business challenges, and improve lives, working globally across healthcare, commercial, and public sectors with its Digital Services and Workday specialist practices.

Requirements

Considerable experience in a customer facing services role (consulting or sales/account management) that includes achieving customer retention, sales targets and customer satisfaction.
Sales, Consulting, Delivery or Product experience either as an internal consultant or with a consulting/software company who provide products and services to their clients.
High achiever. Having a highly successful track record of over achievement vs target in a quota bearing role.
Demonstrate an ability to understand Large Enterprise (often Fortune 500) size clients and methods for mapping out key stakeholders and client processes across multiple business functions as they relate to our products and services.
An ability to collaborate and build strong relationships with both customers and internal stakeholders.
Proven ability to engage and support multiple internal corporate functions (Professional Services, Customer Support, Product and Sales & Marketing).
Excellent writing and presentation skills with proven capability to deliver a value proposition in a competitive and often challenging environment.
Great networking skills and the ability to build strong and appropriate relationships with VP to C-Level client stakeholders.
Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos.
Exemplify and live the ‘Kainos values’.
Ability to plan and meet deadlines in accordance with business requirements.
Excellent; negotiation skills and commercial understanding of contracts.
Willing and able to travel once per quarter to visit clients (in region).
Additional travel may be required from time to time to attend Conferences, User Groups and or handle client escalations.
Proficient in the use of Salesforce or other CRM (Hubspot, MS Dynamics etc..).

Nice To Haves

Working background in either an agile technology focused company or Cloud SaaS product environment with an appreciation and acceptance that we operate in a dynamic fast moving environment.
Bachelor’s degree is desirable. Business or technical degree preferred.
Functional domain knowledge or account management experience with Human Capital Management, Financial Management, or Payroll applications and/or system implementation.
Experience with Workday, Oracle, SAP, PeopleSoft or similar ERP application.

Responsibilities

Developing long term partnerships with our customers to ensure that they realise the full value of their investment in Smart.
Monitoring and facilitating the customer’s adoption of our Product and providing the Smart Leadership and Smart Product team with an understanding of customer’s overall business needs as they relate to our products and services.
Establishing a trusted adviser relationship, you will be the client advocate inside Kainos that works to ensure our customer’s overall satisfaction with our product and services.
Acting the client liaison between Onboarding, Delivery Towers and the customer with a focus on advocating Kainos Smart Automated test strategy and how the client can maximise their ROI from our product.
Developing ‘Success Plans’ for customers that define clear metrics for success, and reporting and tracking on same.
Proactively managing the commercial process for Renewals and Upsells as well as identifying Cross-sell opportunities within existing clients.
Delivering on annual OKRs in line with team and individual standards including; Customer Retention, Net Revenue Retention, Upsell Revenue, In BU and Inter BU Cross-Sell Leads.
Maintaining and recording all relevant customer artefacts such as Proposals, QBR/EBR decks, Account Plans and Success Plans are stored in our EDRM platform SharePoint.
Ensuring that all client CRM data is accurate and updated weekly in Salesforce and all renewal and upsells data held in Salesforce is accurate and updated weekly.
Leveraging customer relationships as needed for prospect references.
Managing client escalations through to resolution with the support of Customer Success Leadership.
Deep understanding of the Kainos Smart deployment and delivery towers.
In depth understanding of the Workday platform and surrounding ecosystem ‘in region’.
Demonstrating competency in the Smart product suite - Financials, HCM, Security Recruiting, Reports and Integrations.
Demonstrating an understanding of the Kainos Services for Workday offerings.
Working with the Smart management and leadership team to identify/resolve all issues that could impact satisfaction.
Complying with all confidentiality and non-disclosure policies and/or agreements and ensures security of information at all times.