Subject Matter Expert - Sales

KAYGEN•Remote with some travel, NY

5d•$100•Remote

About The Position

KAYGEN is an emerging leader in providing top talent for technology-based staffing services. We specialize in providing high-volume contingent staffing, direct hire staffing and project-based solutions to companies worldwide ranging from startups to Fortune 500 and Managed Service Providers (MSP) across a wide variety of industries. This is a market-facing, pre-sales shaping role that operates ahead of the account team. The Subject Matter Expert - Sales will build multi-year relationships with target clients before an RFP exists, open executive doors, and shape how the client defines the opportunity before competitors are in the room. This role will work directly with account teams to build their confidence and fluency selling KAYGEN's broader capabilities, operating as a coach rather than bypassing them. The individual will partner with sector Champions and account PPMDs, handing off to the account team once an opportunity is qualified and shaped. Success will be measured on opportunities shaped/originated 12–24 months out and on account teams' improved ability to sell. The role requires operating independently.

Requirements

15–20+ years in managed services/outsourcing, split between a top-tier provider (Accenture, IBM, Our Client, Our Client, Cognizant, DXC) and client-side (CIO or CFO organization, sourcing or vendor management)
Buyer-side experience
Track record in Finance, HR, or Supply Chain BPaaS specifically, not only IT managed services
Originated and closed large (?M+ TCV) managed services or BPaaS engagements, with incumbent-displacement wins
Prior market-facing role: the face of a managed services practice with clients, analysts (Gartner/ISG/Everest), and industry forums
Active CIO/CFO/COO relationships at Fortune 500 industrials and A&D companies; warm relationships at 2–3 named priority accounts is ideal
Standing with Gartner, ISG, Everest Group, HFS — firms that influence managed services shortlists
Public visibility in managed services circles: speaking, advisory boards, published POV
Managed services market positioning across BPaaS and IT managed services, not delivery execution
Within BPaaS: Finance, HR, and Supply Chain — where our capability build-out is currently focused
Executive relationship development at CIO/COO/CFO level over multi-year sales cycles
Competitive displacement and incumbent-unseating strategy
Deal shaping and RFP pre-positioning, 18–24 months ahead of renewal or bid events
Fluency in managed services commercial models: outcome-based pricing, BPaaS economics, labor/tech cost curve dynamics
Strong, credible seller with a track record of winning — not just relationship-building
Credibility with clients and with our own people
Executive presence to walk into a CIO's or CFO's office, cold or warm, and be treated as a peer
Runs both the "why change" conversation (cost thinking to competitive-advantage thinking) and the "why us" economics conversation
Fluent enough in commercial models (labor vs. tech arbitrage, BPaaS pricing, SLA/KPI design) to co-create a POV with the client
Coaches account teams rather than working around them
Operates without a defined account team behind them initially

Nice To Haves

Experience in our priority sub-sectors (industrials, aerospace & defense, diversified manufacturing) is a plus given current focus — RTX, Lockheed Martin, Ball Corporation, Waste Management, Caterpillar,etc.

Responsibilities

Build multi-year relationships with target clients before an RFP exists
Open executive doors
Shape how the client defines the opportunity before competitors are in the room
Work directly with account teams to build their confidence and fluency selling KAYGEN's broader capabilities
Coach account teams rather than bypassing them
Partner with sector Champions and account PPMDs
Hand off to the account team once an opportunity is qualified and shaped
Operate independently