Regional Sales Director- DACH

☞ Kainos

전망: 164

갱신일: 07-10-2024

위치: Stuttgart Baden-Württemberg

범주: 매상

산업: Information Technology Services Computer Software Financial Services

수평: Director

직업 종류: Full-time

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작업 내용

Our people love the exciting and meaningful work they do, the cutting-edge resources and technology they have access to, the benefits we offer and the great community we’ve built. Want to join them?
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 Regional Sales Director for DACH in Kainos, you will be accountable for all Workday client accounts and maximising sales opportunities within those accounts within your region. You will also have overall accountability for the business relationship between the client and Kainos, and will be an escalation point for issues, either commercial or delivery. You will also have responsibility for those clients within Kainos and will need to report accurately on account activity, plans, opportunities, margin, etc during the sales process. You will put deals together that meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos’s strategy and goals.

You will also be responsible for building Kainos’s business by forging into new accounts, based on building an extensive network of industry contacts. Using on a combination of new and existing accounts, you will build and maintain a rich pipeline of opportunities which will enable you to forecast accurately across future quarters, maintaining predictability of future revenue.

You will be a team player, working collaboratively with other members of the sales team, delivery colleagues, legal, marketing and operations. You will also work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised. You will be a strong negotiator and expert in senior stakeholder management.

With an external customer focus, you will be a critical ambassador for Kainos and must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique.

Minimum (essential) Requirements
  • Highly knowledgeable of sales process and deal commercials including constructing complex commercial offers
  • Proven track record of delivering against targets (quarterly and annually)
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level
  • Able to build strong and appropriate relationships with senior stakeholders
  • Excellent knowledge of digital [services/platforms], concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors
  • An ability to articulate the Kainos story, encompassing our heritage, experience, culture, people and values
  • Broad technology experience and a sound awareness of technology trends and their potential impact on current & future projects.
  • Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos
  • Ability to create sales strategies and an account plan that ensure success in winning multi-million deals, recognising that such a sales campaign may need to be built up over an extended period of time
  • Ability to plan and meet deadlines in accordance with business requirements
  • Acting as a leader internally and externally, displaying a professional, credible and positive image and attitude for Kainos
  • Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues
  • Strong financial management skills with a track record of managing finances in a professional services context
  • Excellent networking skills
  • Strong opportunity qualification skills: the ability to say “no” to an inappropriate opportunity is as important as being able to spot the opportunities to go after
  • Excellent writing skills – especially the ability to articulate a complex proposition in a concise, clear and compelling way
  • Excellent presentation skills, and strong skills in developing compelling presentation materials
  • Strong leadership and influencing skills – the ability to lead a bid team, to influence key Kainos and customer stakeholders
  • Ability to successfully mentor, coach and develop intermediate sales staff in all aspects of their role

Desirable
  • Experience of delivering and/or selling digital services of scale and complexity (multi-million) for at least five years in a previous role
  • [For Government] Experience and knowledge of Government commercial frameworks
  • An appreciation and knowledge of technology delivery, agile methodologies, etc. to a) communicate our approach to customers and b) ensure that we chase and contract work that is appropriate for Kainos
 

Who You Are

Our vision is to enable outstanding people to create digital solutions that have a positive impact on people’s lives. Our values aren’t abstract; they are the behaviours we expect from each other every day and underpin everything that we do. We expect everyone to display our values by being determined in how obstacles are overcome; honestwhen dealing with others; respectfulof how you treat others; creative to find solutions to complex problems and cooperative by sharing information, knowledge and experience. These values, applied collectively, help to produce an outstanding Kainos person, team and culture.
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마감 시간: 21-11-2024

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