Business Development Director - Workday Product - EMEA

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS

Our vision is to create a world‑class business development and marketing capability for Kainos, fueled 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 a Business Development Director (Principal) in Kainos, you will be responsible for delivering the business development strategy by leading and generating activity in your sector/region, building an extensive network of industry contacts.

You will be accountable for building relevant stakeholder relationships with customers and industry partners to ensure cross‑selling opportunities are maximised. You will work collaboratively with other members of the Business Development team as well as colleagues from other areas of the business, including delivery, legal, marketing and operations.

• Developing Kainos as a business – using a combination of new and existing accounts (where applicable), you will build and maintain a rich pipeline of opportunities across your sector/region, enabling accurate forecasting, achieving agreed sales targets and maintaining predictability of future revenue.
• Providing Business development Leadership – utilising best industry practice and processes, you will develop sector/region‑specific prospect and account plans and lead pursuit teams (where applicable) to develop pipeline and deliver revenue.
• Being a trusted advisor for our customers' Workday Product – you will apply a consultative selling approach, taking the time to understand our customers and their challenges/opportunities, using empathy, active listening, responsiveness and creativity.
• Putting deals together – these deals will need to meet sales, revenue and profitability objectives, and ensure 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 position Kainos 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 presenting and refining proposals to achieve the expected outcome for Kainos.
• Being an external Kainos ambassador – with an external customer focus, you must 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 and industry partners to maximise cross‑selling opportunities.
• Putting people first & developing others – you’ll manage, coach and develop a small number of staff, focusing on managing employee performance and assisting in their career development.

• 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 £/$/€ multi‑million 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 and future projects.
• Excellent knowledge of digital services…