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 willjoinour Customer Base Salesteam sellinginto enterpriselevel clients across the world. You will work inside our Sales & Marketing function with a core focus onrevenue generatingcommercial 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 arelocatednear ourIndianapolissales hub.

You thrive in a dynamic fast-moving environment that is constantly adapting to change. Willingness to travel at least once per quarter fora series ofclient visits, withconferences,onsitetraining, Sales Kick off, Onsite Team QBRsand Regional UserGroupson top. This person flourishes in a quota driven, highly competitive, high performance and pressurised environment. Youposessthe ability to plan and prioritise your time effectively to meet deadlinesin accordance withbusiness and customer requirements.

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS:

As anAccountDirectorat Kainos, youwill join theWorkdayProductsCustomer Base AMER Sales Team.Youwill work insideour Sales & Marketing functionwith a corefocusonrevenue generatingactivity;retainingourclients(Renewals),creating,and closing growth opportunities(Upsell and Expansion)in yourdefinedterritory.

You are an entrepreneurial andcommerciallymindedindividualwhohasa strongtrack recordofbusinessdevelopmentachievements inNet New,Customer BaseSalesor Account Managementroles.You have a flair forbuilding long standingcustomerrelationshipsbased on trustandanin depth understanding of customer commercial behaviours.Youwillestablish,maintain,andoverseeour mutually beneficialcustomerrelationshipsspanningC-Level toHRIT Ops.

In this role, youare theAccountleadforLargeEnterpriseto MajorAccountsin adefinedsalesterritoryacross theAMERregion. You are responsible and accountable for allKainos Workday Productcommercialactivityand account managementmatterswith these customers.Youwillwork in close partnership with ourCustomer Value Managementteams toensure our customers achieve maximum returnon investment from existing products and in turn pave the way forfuture growth.

Your key responsibilities will include:

• Being atrusted advisortoour customers - you utilise a consultative approachto Account Management,taking the time tofullyunderstandyour customers, their business,theirchallengesandopportunitiesas they relate to Workday. Empathy, active listening, being responsive andcreative problem solvingall play a part here.

• Developingand securingKainos as a business -Defining client retentionandgrowthpriorities.You willreport on existing customerrenewal status while alsobuildingandmaintaininga pipeline ofgrowthopportunities. You will forecast accurately across future quarters to achieve agreed sales targets andmaintainpredictability ofallfuture revenuestreams.

• Businessacumen- you will need to meetretention and growth targets in line with Kainos objectives. As part of this,you willstructure,pitchandposition commercial offersto our customers is in line with Kainos commercialstrategy and goals.You arean experienced andstrong negotiatorwhointerfaces withsenior stakeholders. You haveexperience of presenting,refiningand positioningsalesproposalsthatachieveanexpected outcome for Kainosandourcustomers.

• Account Planning- youwill developandmaintainanin depth understanding ofourcustomers throughrecognisedaccount management practicesthat enable you tounderstandkeystakeholdersand personasinvolved,their business prioritiesand levels of influence on theEconomicBuyerorBuying Committee.In addition, you will utiliseanAccount Plan to prioritisetheactivityofourCustomer Value Management Team.

• Being an external Kainos ambassador - with an external customer focus, you must ensure that you embrace and promote theKainos and Teamcultures, values and behaviours that make Kainos unique.

• Working as part of a team- you will work withenterpriselevel clients,most of our customersareverycomplexand require an experienced Account Directorto lead andleveragea wider multi-disciplinary team. Youoftenwork closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.

Essential Requirements:

• HighlyexperiencedAccountManagerwith a strong understanding ofbusiness development processesand Account Planning(TAS, Miller Heiman)who canconstructpersuasivecommercialoffersandin turnbuildsadequate qualified pipelineto meet quotas.

• Track recordof delivering againstretention and growthtargets(annual)

• Demonstrableability toactively listen,communicateeffectively, present and influence credibly and effectively at all levels of the organisation, including executive and C-level.

• Excellent writing and presentation skills with proven capability of delivering a value-based proposal in ahighly competitivemarket.

• Greatnetworking skills and the ability to build strong andappropriate relationshipswith seniorstakeholders.

• Broad technology experience and a sound awareness of technology trends and their potential impact on currentandfuture projects

• Ability tooperatesuccessfullyin a highly competitive, highperformance andpressurised environment, making sensible decisions thatdon’tcompromise Kainosreputationandvalues

• Ability to plan and meet deadlinesin accordance withbusinessand customerrequirements

• Greatnegotiation skills, both from a commercial and contract perspective

• Ability to analyse and utilise data pointsin theconstruction ofa business case for both internal and external stakeholders.

• Ability totravel at least once per quarter fora series ofclient visits, withconferences, onsite training, Sales Kick off, Onsite Team QBRs and Regional UserGroupson top.

• Ability toattend Indianapolis office a min of 1 day per week for teamactivity

• Proficiencyin Dynamics 365 or other CRM (SFDC, HubSpot etc.).

• Ability tooperatein a dynamic fast-moving environment that is constantly adapting to change.

DesirableExperience:

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

• Knowledge of IT business development,Account Managementprocessesand contractmanagementwith demonstrable experience of winning,retainingand growinglong termSaaSpartnershipsandcontractswithsignificantvaluesassociated

• Experience ofmaintainingaccurateandtimelycustomerAccount Plans, Pipeline and Forecast data in internal business systems (CRM)

• Proventrack recordofsuccess in an Account Management, Customer Base Salesgrowthand retentionfocused role

• Bachelor'sdegree,Businessor 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.