Public Services Sales Director

When you join Kainos, you get to think beyond limitations to make an immediate and positive impact – like transforming digital services for millions of citizens or helping Fortune 500 companies get live and thrive on Workday.You’ll be part of a people-first culture that is growing around the world. We’re a creative, committed, and diverse group of individuals who succeed as a team.At Kainos your ideas are heard and valued and you’ll leave a legacy that you can feel proud of.  Join us and discover how our people write our story.

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.

This is a Hunter Sales role, for a highly motivated individual, driven to succeed covering Public Sector in the UK & Ireland. The ideal candidate will have a strong enterprise Sales background and complemented by a BA or Consultancy background with a keen interest in the commercial side of the IT industry.

Responsibilities:

• Develop, maintain and grow appropriate relationships with our strategic partner Workday and in the UK Public Sector in general

• Build relationships and work with internal stakeholders to identify and progress cross sell opportunities within existing public sector customer base

• Work with and direct internal pre-sales function to develop and execute new business leads through lead generation activities

• Compiling lists of prospective client businesses within the global workday ecosystem, internet sources, attending conferences and other sources to target potential clients

• Building and delivering on-line and face to face demonstrations and presentations

• Being a champion of the product and developing an understanding of the functional capability of the solution to drive higher value engagement with prospects

• Assessing customers' needs and explaining how Workday can satisfy those needs

• Visiting prospective client businesses to establish and act on selling opportunities

• Facilitating discovery sessions with clients to gain appreciation for their environment and challenges

• Working with internal stakeholders to respond to tender requests, gathering estimates, co-ordinate response streams and actively develop relationships with prospect procurement departments

• Build and maintain a working knowledge of relevant public sector procurement frameworks

• Quoting and negotiating prices and credit terms, navigating through the procurement process and completing contracts

• Ownership of the full sales lifecycle from Qualify to Closed

• Maintain a pipeline of qualified sales opportunities within the UK & Ireland

• Reporting sales performance, and sales pipeline to the leadership team

Technical Skills & Experience:

• Experience of enterprise scale commercial Sales in a software-related business solutions environment accompanied by a proven record of hitting targets

• Significant experience in customer facing roles

• Experience of leading / participating in requirements workshops

• Strong commercial awareness and sound understanding of sales and project dynamics

• Excellent communication skills with the ability to interact effectively with a diverse group of stakeholders

• Previous delivery of interactive presentations / demonstration

Desirable:

• A background including commercial IT Services experience within a delivery related role such as: Payroll / HCM or Financial systems or Business Analysis / Project Management / Technical Account Management

• A background including experience of selling SaaS products or Service orientated offerings