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.
As a Business Development Partner Relationship Manager in Kainos, you will be responsible for building Kainos’ business through the development of deep relationships with AWS and driving new business across Kainos’ offerings and verticals.
Your key responsibilities will include:
1. 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.
2. Providing Business Development Leadership – utilising best industry practice and processes, you will develop partner plans, including definition and agreement of successful outcomes against revenue targets. You will also support Business Development staff in ensuring that partners form a central part of their account plans.
3. Putting deals together – you will support Business Development staff to put together deals that will need to meet sales, revenue and profitability objectives, ensuring that the work contracted is compatible with Kainos’ strategy and goals.
4. 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.
5. 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.
6. 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.
7. 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.
8. Working as part of a team – B2B enterprise deals and strategic partnerships are complex and require a Business Development Partner Relationship Manager to lead and leverage a wide range of people within Kainos.
9. Create a fully equipped partnership – working with Kainos Senior Leadership Teams you will ensure that Kainos has the right competencies, skills, and partnership, and is engaged on the right marketing and funding programmes to deliver business success.
10. Putting people first and developing others – as the role matures, you’ll manage, coach and develop a small number of staff, including partner admin and junior business development staff.
MINIMUM (ESSENTIAL) REQUIREMENTS:
* Be highly knowledgeable 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 £ multi-million deals.
* Demonstrate ability to communicate, present and influence credibly and effectively at all levels of partner and customer organisations, including executive and C-level.
* 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.
* We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important.
DESIRABLE:
* Knowledge or experience in CRM systems in a business development or partner scenario.
* An appreciation and knowledge of technology delivery, agile methodologies, etc.
* Active participation in communities of interest, for example online groups, meetups and speaking at conferences.
* Ability to participate in technical discussions with a broad understanding of technical terms.
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.
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