Partners Director (Microsoft Azure) page is loaded
Partners Director (Microsoft Azure)
Apply locations Homeworker - UK Birmingham Belfast time type Full time posted on Posted Yesterday job requisition id JR_15293
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.
JOB SPECIFICATION DESCRIPTION
As a Partner Director in Kainos, you will be responsible and accountable for delivering Kainos’ business development strategies through the development of deep relationships with strategic partners and driving new business across Kainos’ offerings and verticals.
You will be responsible and accountable for building strong networks, influencing the partners’ promotion of, and investment in, Kainos, and encouraging a flow of sales leads from partners. You will enable mutual stakeholder relationships and coach Business Development and technical staff to leverage the partner opportunities.
You will be working collaboratively with other members of the Business Development teams as well as colleagues from other areas of the business including Delivery, Commercial, Marketing and Operations.
Your key responsibilities will include:
* Developing Kainos as a business – you will unearth opportunities through your own relationships and by supporting Kainos Business Development and delivery teams to build their respective close relationships. You will monitor, develop and nurture a rich pipeline of opportunities which will enable you to forecast accurately across future quarters, achieve agreed partner sales targets and maintain predictability of future revenue.
* Providing Business Development Leadership – utilising best industry practice and processes, you will develop and be accountable for partner plans, including definition and agreement of successful outcomes against targets. You will also support Business Development staff in ensuring that partners form a central part of their account plans. You will develop (and help develop) new offerings attractive to partners and mutual customers.
* Putting deals together – you will support Business Development staff to put together deals that will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals. This will include opportunities to drive revenue from resale and influence of 3rd party products.
* Being a trusted partner and trusted advisor for our customers – you will be expected to understand the partner organisation and apply a consultative selling approach based on taking the time to properly understand our partners’ motivations and our customers’ challenges/opportunities. Empathy, active listening, being responsive, being curious and creativity all play a part here.
* Building and developing strategic partnerships – you will build and maintain strategic relationships with partners at all levels, up to and including exec/leadership level, with both our strategic partners and other businesses in our ecosystem to enable Kainos to deliver superb value to our customers.
* Co-ordinating and managing senior stakeholders – you will coordinate and manage mutual senior stakeholder management with partners and negotiate attractive investment and commercial arrangements with them. You will guide Kainos leadership teams on partner strategy and impact.
* Be an external Kainos ambassador – with an external customer and partner focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique. You will use the partner opportunity to enhance and promote these values, e.g., diversity, inclusion, and sustainability.
* Working as part of a team – B2B enterprise deals and strategic partnerships are complex and require a Business Development Partner Relationship Director to lead and leverage a wide range of people within Kainos. You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.
* Create a fully equipped partnership – working with the BU leadership, you will ensure that Kainos has the right competencies, skills and partnership investment, and is engaged on the right marketing and funding programmes to deliver business success. You will also develop and support execution of campaigns (e.g. events, demand generation programs) to deliver incremental growth opportunities.
* Manage partnership sensitivities – you will understand sensitivities of partnership interaction, e.g., including where Kainos has partners who are in competition, and manage these with diplomacy and integrity.
* Putting people first and developing others – you’ll manage, coach and develop a number of staff, including partner admin and business development 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 an account plan that ensures success in winning £/$/€ multi-million deals, recognising that such campaign may need to be built up over an extended period of time; and
o deliver against quarterly and annual targets.
* Demonstrate ability to communicate, present and influence credibly and effectively at all levels of partner and customer organisations, including executive and C-level.
* Detailed knowledge and experience of using a CRM platform to track contacts, leads, opportunities and account information.
* Excellent 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.
DESIRABLE:
* Experience of delivering and/or selling digital services of scale and complexity (£multi-million) for at least five years in a previous role.
* Experience of presenting on stage to a large group (50+) of senior stakeholders.
* An appreciation and knowledge of technology delivery, agile methodologies, etc.
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; honest when dealing with others; respectful of 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.
ABOUT US
At Kainos we use technology to solve real problems for our customers, overcome big challenges for businesses, and make people’s lives easier. We build strong relationships with our customers and go beyond to change the way they work today and the impact they have tomorrow. Our two specialist practices, Digital Services and Workday, work globally for clients across healthcare, commercial and the public sector to make the world a little bit better, day by day.
For more information, see kainos.com
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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