Business Development Director

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 careers. With consistent ways of working aligned to industry best practices, we build sustainable and predictable sales pipelines for our market-leading offerings.
As a Business Development Director in Kainos, you will be responsible for delivering the business development strategy by leading and generating activity in your sector by building an extensive network of industry contacts.

You will be accountable for building relevant stakeholder relationships with customers and industry partners. You will be expected to work individually but as a part of the wider Business Development team. You will get the support from colleagues from other areas of the business including delivery, legal, marketing and operations.

Your key responsibilities will include:

• Developing Kainos as a business within existing accounts, you will build and maintain a rich pipeline of opportunities across the commercial sector which will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintain predictability of future revenue.

• Providing Business Development Leadership – utilising best industry practices and processes you will develop commercial sector prospect and account plans to develop pipeline and deliver revenue.

• Being a trusted advisor for our customers – you will be expected to apply 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.

• 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.

• Building and developing strategic partnerships – you will build and maintain successful partnerships with other businesses in our ecosystem to enable Kainos to be positioned as a go-to partner that is trusted and continually adds value.

• Negotiating & managing senior stakeholders - You will be an expert negotiator and excel in senior stakeholder management with experience in presenting and refining proposals to achieve the expected outcome for Kainos.

• Be 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 business development professional to lead and leverage a wider multi-disciplinary team. You will also work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.

• Putting people first & developing others – You’ll manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.

Minimum requirements:

• Be an expert in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to: create business development strategies and account plans that ensure success in winning large £ deals, recognising that such a campaign may need to be built up over an extended period of time; and deliver against 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

• Expert 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 (with focus on data & AI and/or cloud solutions as an advantage)

• Excellent knowledge 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 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

• We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important