Account Executive (Manager) – Workday Products

Main purpose of the role & responsibilities in the business:  

  
Our vision is to create a world-class business development and marketing capability for Kainos, fuelled by a diverse range of highly talented and motivated professionals working collaboratively and innovatively to ensure we continue our growth trajectory.  
  
We do this via an open and supportive environment where colleagues can share information, learn from one another and excel in their own career. With consistent ways of working aligned to industry best practice, we build sustainable and predictable sales pipelines for our market-leading offerings.  
  
As an Account Executive (Manager) in our Workday Products Business Unit, you will be responsible for covering an assigned territory of Net New prospects, building and maintaining a strong pipeline of sales opportunities and closing enterprise SaaS deals with an average ACV of £150k.

  
You will be accountable for building relevant stakeholder relationships with customers and industry partners to ensure opportunities are maximised. You will be working collaboratively with other members of the Workday Products Sales team, Demand Generation and Product Marketing teams as well as colleagues from other areas of the business including Delivery, Commercial (Legal), and Sales Operations.  

Whilst based in Belfast, this role is focused on the North America Workday market.  As such, successful applicants will be expected to balance their schedule around the time zone of their given territory.  This will include evening appointments and require regular travel to North America (at least once per quarter).  

  
Your key responsibilities will include:  

• Systematically cover a defined sales territory of named accounts within North America.  

• Use a multi-channel approach to qualify net new sales opportunities within your territory.  You will be fully accountable for all pipeline generation within your given territory but will be supported by our talented SDR, Demand Generation and Built on Workday channel  teams. 

• Progress qualified sales opportunities through the sales cycle with support from our expert Solution Consulting and Commercial Teams.  

• Make use of industry leading sales support tools such as Zoom Info, Gong, LinkedIn Sales Nav and PowerBI.  

• Maintain pipeline coverage and accuracy and provide detailed forecasting in-line with industry standard methodology such as MEDDPICC. 

• Negotiate with C level buyers to obtain the best deal for Kainos and the customer.  

• Build knowledge of Workday’s HCM, ERP and AI offerings. 

• Become an expert in Kainos’ suite of associated Workday Products.  

• Become a trusted advisor for your customers and partners.  

• Be an external ambassador for Kainos.  

• Work as part of a team, learn from your colleagues and support them to grow.  

• There will be an opportunity to travel to client sites and events at least once per quarter. 

  
Minimum (essential) requirements:  

• Be highly knowledgeable in SaaS sales processes and deal commercials including constructing complex commercial offers, with a demonstrated ability to:  

• Deliver against monthly, quarterly and annual targets.  

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level.  

• Excellent 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.  

• Excellent knowledge of SaaS 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 pressurised environment, making sensible decisions that don’t compromise Kainos.  

• Ability to plan and meet deadlines in accordance with business requirements.  

• Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues.  

• This is a hybrid role, with a mix of working from home and 2-3 days working from the Belfast office. 

 
Desirable:  

• Experience of delivering and/or selling enterprise SaaS.  

• Experience with Workday or other cloud based HCM/ERP systems.