Pre-Sales Director

MAIN PURPOSE OF THE ROLE & RESPONSIBILITIES IN THE BUSINESS: 
As a Pre-Sales Director in Kainos, you’ll be responsible for planning, supporting, and delivering the business development strategy for your area. You will be a key partner to both the Workday Account Executives and Delivery Leads; you will truly bridge the gap between delivery and sales. You will work alongside both teams to drive Kainos services sales across the Americas region. 

You will use your extensive delivery and technical sales experience to provide consultative sales experience for our prospects. You will be the key driver in working with prospects to help formulate their plan for a successful Workday Transformation including scoping, timeline planning, costing, and resourcing. 

If you have a strong and proven track record in professional services consulting and experience in consultative selling within complex landscapes, then this is your next role. 

During engagements with Workday and our Prospects, you will demonstrate the positive culture that is shaped by our values and behaviors. You will demonstrate the following core values daily: 

• Creative 

• Cooperative 

• Determined 

• Honest 

• Respectful 

Your Key Responsibilities will include: 

• Facilitating prospect sales meetings as a Solution Expert, as well as partner with internal Delivery Leads and Sales Executives on client sales activity 

• Understand both the competitive Workday services landscape and prospect’s needs so you can effectively position the value Kainos’ services and product offerings 

• Lead services discovery sessions to understand the prospect’s transformational needs 

• Lead the build out of Kainos professional services proposals, whilst driving collaboration amongst the Services Delivery Leads during the process. 

• Maintain accurate services pipeline forecast data 

• Assist in leading, negotiating and closing professional services agreements 

• Cultivate and maintain relationships with the Workday Services and Sales teams 

• Partner with Workday on building Product and Services proposals 

• Lead Workday product demonstrations 

• Participate in new services offering discussions 

• Develop and maintain Business Development tools and content including proposal templates, base value propositions, Kainos services overview presentations and estimating tools 

MINIMUM (ESSENTIAL) REQUIREMENTS: 

• 5+ years' experience leading Financials implementation projects 

• 5+ years experiences in working within the Professional Services sales cycle 

• Good/Excellent verbal and written communications skills, with the ability to simply and clearly communicate technical solutions and benefits to a non-technical audience. 

• Excellent prioritization and time management skills, with the ability to work across a number of major projects simultaneously. 

• Excellent customer focus, able to build open and trusted client relationships, assess customer needs and manage and challenge customer expectations. You will be able to intervene effectively and resolve customer escalations appropriately 

• Contribute to continuous improvement initiatives within the Management and Leadership Capability. 

• Experience of delivering to blue-chip companies and ability to communicate effectively at all levels within a client organization (including C level) 

DESIRABLE: 

• Minimum of 5 years of demonstrable success managing the delivery of technology-based projects to blue-chip companies. 

• Substantial experience in managing and leading project teams including line management responsibility. 

• Evidence of developing and managing sound client & partner relationships 

• Awareness of the Workday eco-system and a sound understanding of how HCM, FINs, Payroll business practices are evolving. 

• Experience in developing presales content and collateral from the ground up 

• Experience in identifying and implementing process improvement within the presales process 

• Proven ability to manage, motivate and empower teams and lead by example. 

• Strong commercial awareness and sound understanding of project dynamics. 

• Excellent team player capable of delivering results in less than perfect circumstances. 

• Have a natural willingness to share information freely. 

PEOPLE MANAGEMENT: 

Your role will involve managing people and your responsibilities will include: 

• Agreeing, setting and reviewing your and your team’s goals aligned to Kainos, Workday BU and your Capability 

• Accountable for creating a talent pipeline within the capability or wider Workday. 

• Providing support so that your and your team’s goals can be achieved 

• Reviewing and refining goals for relevance and to keep performance on track 

• Reviewing performance against goals and provide feedback 

• Conducting 1:1 monthly and/or project completion feedback meetings 

• Requesting and providing regular feedback in Workday 

• Completing End of Year reviews and agreeing the outcomes for the year 

• Identifying training to support your and your team’s development 

• Pursuing and supporting your and your team members’ career paths and progression 

• Reviewing weekly workload forecasting (staff allocations and timesheet checks) and utilization 

• Actively being involved in recruitment/interviews