Workday Account Executive

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August 20

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Kainos

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At Kainos we use technology to solve real problems for our customers, overcome big challenges for businesses, and make people’s lives easier.

1001 - 5000 employees

💰 Venture Round on 1986-04

📋 Description

• Developing Kainos as a business – using a combination of new and existing accounts (where applicable), you will build and maintain a pipeline of opportunities. You will also forecast accurately across future quarters to achieve agreed sales targets and maintain predictability of future revenue. • Putting deals together – these deals will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals. • Being a trusted advisor for our customers – 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. • Lead prospects through the full customer lifecycle by identifying and applying the most effective project methodologies to achieve and surpass desired outcomes. Proactively assess prospect maturity and business needs to position new products and services strategically, driving value beyond expectations and fostering long-term partnerships. • Leverage a strong command of the sales toolkit to drive trust and impact across the services sales cycle including: Owning the initial pitch, scoping, high-level demo (HCM light), commercial negotiations, and legal coordination. While we do not expect you to be a functional or presales expert, having these skills enhances your agility and effectiveness when needed. • Developing and strengthening partnerships – you will develop and strengthen our existing strategic partnerships to enable Kainos to be positioned as go-to partner that is trusted and continually adds value. • Negotiating and managing senior stakeholders – you will be a strong negotiator and strong in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos. • Being an external Kainos ambassador – with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique. • Working as part of a team – B2B enterprise deals are usually complex and require a (Senior) Account Executive to lead and leverage a wider multi-disciplinary team. You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximized. • New Business Development: Proactively identify, research, and engage target organisations to open new accounts. Build relationships with key stakeholders, run tailored outreach campaigns, and leverage networks to create qualified opportunities. Maintain strong pipeline coverage to ensure consistent net new revenue growth.

🎯 Requirements

• Strong Workday domain knowledge or ERP • Based in Sydney or Melbourne • Good track record of delivering against targets (quarterly and annually) • Demonstrated ability to communicate, 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 business value-based proposal in a competitive environment • Good 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 & future projects • Solid appreciation of digital services concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors • Ability to operate in a highly competitive and pressurized environment, making sensible decisions that don’t compromise Kainos • Ability to plan and meet deadlines in accordance with business requirements • Good negotiation skills, both from a commercial and contract perspective • The ideal candidate should demonstrate a willingness to be coached in areas of a services sales cycle (which are more technical in nature) for example; Deployment and/or Integrations workshops • Nice to have: • Knowledge of IT business development process and contracts with demonstrable experience of winning contracts • An appreciation and knowledge of technology delivery, agile methodologies, etc.