Regional Sales Director

3 months ago

Toronto, Canada Kainos Full time
JOB DESCRIPTION

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.

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 by 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 be working 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.
Your key responsibilities will include:
• Developing Kainos as a business – using on a combination of new and existing accounts (where applicable), you will build and maintain a rich pipeline of opportunities across your sector/region which will enable you to forecast accurately across future quarters, achieve 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 – you will be expected to apply a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. Empathy, active listening, being responsive and creativity all play a part here.
• Putting deals together – these deals will need to meet sales, revenue, and profitability objectives, and ensure that 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 enable Kainos to be positioned as go-to partner that is trusted and continually adds value.
• Negotiating & managing senior stakeholders - You will be an expert negotiator and excel in in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
• Be an external Kainos ambassador - with an external customer focus, you must ensure that you 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 as well as industry partners to ensure that cross-selling opportunities are maximised.
• Putting people first & developing others – You’ll manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.

MINIMUM (ESSENTIAL) REQUIREMENTS:
• Be an expert in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to:
o 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
o 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 & future projects
• Excellent knowledge of digital services concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors
• Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos
• Ability to plan and meet deadlines in accordance with business requirements
• Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues
• We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important
• EXAMPLE : [For BU/Sector/Region] capture details of requirement
DESIRABLE:
• Experience of delivering and/or selling digital services of scale and complexity (£multi-million) for at least five years in a previous role
• An appreciation and knowledge of technology delivery, agile methodologies, etc.
• EXAMPLE : [For BU/Sector/Region] capture details of requirement

So what are you waiting for? Let’s write the next incredible chapter of our story together. 

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.

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