Workday EMEA- FSI Industry Sales Lead

At Kainos, we’re problem solvers, innovators, and collaborators - driven by a shared mission to create real impact. Whether we’re transforming digital services for millions, delivering cutting-edge Workday solutions, or pushing the boundaries of technology, we do it together.

We believe in a people-first culture, where your ideas are valued, your growth is supported, and your contributions truly make a difference. Here, you’ll be part of a diverse, ambitious team that celebrates creativity and collaboration.

Ready to make your mark? Join us and be part of something bigger.

As an EMEA FSI Industry Sales Lead within Kainos Workday Services, you will own the development and execution of our Financial Services industry growth strategy across EMEA. The role is focused on winning new enterprise customers and expanding strategic relationships across financial services organisations.

You will combine deep industry knowledge with consultative, outcome-led selling. You will understand the commercial, financial, operational and regulatory pressures shaping FSI organisations and translate those priorities into compelling transformation propositions built around Workday and Kainos services.

You will work across markets, cultures and regulatory environments, collaborating with Workday, technology partners and Kainos colleagues across sales, presales, delivery, marketing, legal, commercial and operations.

Key responsibilities 

• Own the EMEA FSI sales plan - Develop and execute an industry-specific go-to-market strategy, prioritised account plans and territory plans that create sustainable pipeline and deliver against agreed sales targets.

• Build a high-quality pipeline - Originate opportunities through executive relationships, industry networks, partner collaboration, market insight and focused account-based activity. Maintain disciplined CRM hygiene, forecasting and qualification.

• Sell through an industry lens - Connect the strategic priorities of financial institutions to measurable business outcomes, you will be expected to apply a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities.

• Lead complex enterprise pursuits - Shape and lead multi-disciplinary pursuit teams from early qualification through proposal, commercial negotiation and close. Build credible value cases, compelling executive narratives and differentiated competitive strategies.

• Act as a trusted FSI advisor - Engage credibly with CFOs, Finance Directors, CIOs, CHROs, COOs, transformation leaders, procurement teams and other senior stakeholders, demonstrating a strong understanding of their business model, economics, governance and risk environment.

• Position Workday - Articulate how Workday Financial Management, Adaptive Planning and the wider Workday platform can support financial services transformation, while bringing in the right solution and delivery specialists for detailed product and architecture discussions.

• Develop the Workday partner motion - Build strong relationships with relevant Workday account teams and industry stakeholders, create joint account strategies and position Kainos as a trusted FSI transformation partner.

• Create market presence - Represent Kainos externally through industry events, roundtables, executive briefings and thought leadership, bringing clear points of view on the future of finance and enterprise transformation in FSI.

• Collaborate across EMEA - Work effectively across countries and business units, adapting engagement to local market conditions while maintaining a consistent industry proposition and sales approach.

• Share insight and raise capability - Bring market intelligence, competitor insight, customer feedback and repeatable industry plays into the wider sales, presales, marketing and delivery community. Mentor colleagues on effective FSI selling where appropriate.

Minimum essential requirements

• Significant enterprise sales or business development experience in Financial Services across EMEA, with a demonstrable record of winning and growing complex, multi-million-pound/euro transformation or enterprise technology engagements.

• Direct experience working within, selling to or advising financial services organisations. 

• Strong understanding of financial services business models, value drivers and operating challenges, including the importance of governance, controls, data quality, resilience, auditability and regulatory compliance.

• Credibility with senior finance and technology stakeholders, particularly CFO and Finance leadership audiences, and the ability to connect strategic priorities to a clear transformation and investment case.

• Practical knowledge of Workday HCM & Financial Management and its role in an enterprise transformation. The successful candidate must be able to lead an informed business conversation about Workday and collaborate with specialists on detailed solution design.

• Proven ability to create industry and account strategies, qualify opportunities, build pipeline, forecast accurately and deliver against quarterly and annual targets.

• Experience leading complex, matrixed pursuit teams and coordinating sales, presales, delivery, commercial, legal, partner and executive stakeholders across multiple countries.

• Advanced commercial and negotiation capability.

• Excellent executive communication, storytelling and presentation skills, with the confidence to challenge constructively and influence at C-suite level.

• Ability to travel across EMEA as required and to work effectively across different cultures, languages, market maturities and regulatory environments.

Desirable experience and knowledge

• Experience in an FSI finance, transformation, operations, technology or change role before moving into sales or consulting.

• Detailed knowledge of Workday HCM & Financial Management, Workday Adaptive Planning and relevant Workday platform capabilities; Workday sales, consulting or customer-side experience would be a strong advantage.

• Experience selling cloud ERP, finance transformation, enterprise performance management, data, integration or managed services in regulated industries.

• An established senior network across EMEA financial services and/or the Workday ecosystem.

• Experience developing repeatable industry propositions, account-based marketing campaigns, executive events or alliance-led pipeline.

• Relevant professional or industry qualifications, for example accountancy, finance, banking, insurance, risk or enterprise technology credentials.

At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive.   We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are.   We also believe every candidate deserves a level playing field. 

Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out. 

We understand that everyone's journey is different, and by having a private conversation we can ensure that our recruitment process is tailored to your needs.