Account Executive - SaaS Products

Key Responsibilities

• Manage multiple, concurrent deal cycles, while maintaining accurate and timely customer, pipeline, and forecast data.
• Execute on the Kainos Product Sales Process and use industry standard sales methodology, such as MEDDPICCR and SPIN to win Net New sales.
• Accurately reflect sales performance in CRM and report pipeline to sales leadership.
• Facilitate discovery sessions with clients to gain appreciation for our prospect’s Workday environment and challenges.
• Prospecting via a multichannel approach and identifying high value opportunities.
• Facilitate demonstrations of the Kainos suite of Smart automation and EDM products and offer advice on how best to use it to get a greater ROI on Workday, both virtually and in person with prospects.
• Assess customers' needs and explain how our products can satisfy those needs.
• Develop/plan your sales strategy and grow relationships within the assigned territory.
• Develop, maintain, and grow appropriate relationships within your assigned territory.
• Provide support for marketing activities and events.

Minimum Essential Requirements

• 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 large deals, recognizing that such a campaign may need to be built up over an extended period; 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.
• A successful track record of Enterprise Software or Solution Sales accompanied by a proven record of hitting targets.
• Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
• Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues.
• Expert presentation skills (in-person and remote).
• Ability to travel to designated sales territory at least once per quarter.
• Strong academic background - degree level / equivalent.
• Experience of the Workday ecosystem.

Desirable

• Strong academic background - degree level / equivalent.
• Experience of the Workday ecosystem.