Customer Base Account Director

Join Kainos and Shape the Future

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.

About The Team

You will   join   our Customer Base Sales   team selling   in to enterprise   level clients across the world. You will work inside our Sales & Marketing function with a core focus on   revenue generating   commercial activity. You will join a high performing team that thrives in a high-pressure environment. We are an international and fun team that is diverse and collaborative.

About The Person

You are a team player with a positive can-do attitude and entrepreneurial mindset. Ideally, you have a strong understanding of Workday and or other HR and Finance platforms .    You are   located   near our   Indianapolis   sales hub.

You thrive in a dynamic fast-moving environment that is constantly adapting to change. Willingness to travel at least once per quarter for   a series of   client visits , with   conferences ,   onsite   training, Sales Kick off , Onsite Team QBRs   and Regional U ser   G roups   on top . This person flourishes in a quota driven, highly competitive, high performance and pressurised environment. You   pose ss   the ability to plan and prioritise your time effectively to meet deadlines   in accordance with   business and customer requirements.

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS:

As a n   Account   Director   at Kainos, you   will join the   Workday   Product s   Customer Base AMER Sales Team .   You   will work in side   our Sales & Marketing function   with a core   focus   on   revenue generating   activity;   retaining   our   clients   (Renewals) ,   creating,   and closing growth opportunities   (Upsell and Expansion)   in your   defined   territory.

Y ou are a n entrepreneurial and   commercially   minded   individual   who   has   a strong   track record   of   business   development   achievements in   Net New,   Customer Base   S ales   or Account Management   roles .   You have a flair for   building long standing   customer   relationships   based on trust   and   an   in depth understanding of customer commercial behaviours.   You   will   establish ,   maintain,   and   oversee   our mutually beneficial   customer   relationships   spanning   C-Level to   HRIT Ops .

In this role, you   are the   Account   lead   for   Large   Enterprise   to Major   Account s   in a   defined   sales   territory   across the   AMER   region . You are responsible and accountable for all   Kainos Workday Product   commercial   activity   and account management   matters   with these customers .   You   will   work in close partnership with our   Customer Value Management   teams to   ensure our customers achieve maximum return   on investment from existing products and in turn pave the way for   future growth.

Your key responsibilities will include:

- Being a   trusted advisor   to   our customers   - you utilise a consultative approach   to Account Management,   taking the time to   fully   understand   y our customers , their business ,   their   challenges   and   opportunities   as they relate to Workday . Empathy, active listening, being responsive and   creativ e problem solving   all play a part here.

- Developing   and securing   Kainos as a business   -   Defining client retention   and   growth   priorities .   Y ou will   report on existing customer   renewal status while also   build ing   and   maintain ing   a pipeline of   growth   opportunities. You will forecast accurately across future quarters to achieve agreed sales targets and   maintain   predictability of   all   future revenue   streams .

- Business   acumen   -   you   will need to meet   retention and growth targets in line with Kainos objectives. As part of this ,   you will   structure,   pitch   and   position commercial offers   to our customers is in line with Kainos commercial   strategy and goals .   You are   a n experienced and   strong negotiator   who   interfaces with   senior stakeholder s . You have   experience of presenting ,   refining   and positioning   sales   proposals   that   achieve   an   expected outcome for Kainos   and   our   customers .

- Account Planning   –   you   will develop   and   maintain   an   in depth understanding of   our   customers through   recognised   account management practices   that enable you to   understand   key   stakeholders   and personas   involved ,   their business priorities   and levels of influence on the   Economic   Buyer   or   Buying Committee .   In addition, you will utilise   an   Account Plan to prioritise   the   activity   of   our   Customer Value Management Team.

- Being an external Kainos ambassador   – with an external customer focus, you must ensure that you embrace and promote the   Kainos and Team   culture s , values and behaviours that make Kainos unique.

- Working as part of a team   –   you will work with   enterprise   level clients,   most of our customer s   are   very   complex   and require a n experienced Account Director   to lead and   leverage   a wider multi-disciplinary team. You   often   work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.

Essential Requirements:

- Highly   e xperienced   Account   Manager   with a strong understanding of   business development process es   and Account Planning   (TAS, Miller Heiman)   who can   construct   persuasive   commercial   offers   and   in turn   build s   adequate qualified pipeline   to meet quota s.

- T rack record   of delivering against   retention and growth   targets   (annual)

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

- Ex cellent writing and presentation skills with proven capability of delivering a value-based proposal in a   highly competitive   market .

- Great   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

- Ability to   operate   successfully   in a highly competitive , high   performance and   pressurised environment, making sensible decisions that   don’t   compromise Kainos   reputation   and   values

- Ability to plan and meet deadlines   in accordance with   business   and customer   requirements

- Great   negotiation skills, both from a commercial and contract perspective

- Ability to analyse and utilise data points   in the   construct ion of   a business case for both in t ernal and external stakeholders .

- Ability to   travel at least once per quarter for   a series of   client visits , with   conferences , onsite training, Sales Kick off, Onsite Team QBRs and Regional U ser   G roups   on top .

- Ability to   attend Indianapolis office a min of 1 day per week for team   activity

- Proficiency   in Dynamics 365 or other CRM (SFDC, HubSpot etc.).

- Ability to   operate   in a dynamic fast-moving environment that is constantly adapting to change .

D esirable   Experience :

- Account Management experience with HR, HCM, Financial Management, or Payroll applications

- Knowledge of IT business development ,   Account Management   process es   and contract   management   with demonstrable experience of winning ,   retaining   and growing   long term   SaaS   partnerships   and   contracts   with   significant   value s   associated

- Experience of   maintaining   accurate   and   timely   customer   Account Plans, Pipeline and Forecast data in internal business systems (CRM)

- Proven   track record   of   success in an Account Management, Customer Base Sales   growth   and retention   focused role

- Bachelor's   degree,   Business   or technical degree preferred.

Embracing our differences

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.