Business Development Specialist- Digital Services

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.
An exciting opportunity for a driven, high potential individual to help develop new business opportunities across Public Sector, Commercial and Healthcare sectors for Kainos plc (LSE:KNOS), one of the UK’s fastest growing technology companies. This is a senior new business development role in the Business Development Team and includes defining and executing the go-to-market strategy for new enterprise data services. The role reports to the Toronto Regional Lead.
As a Business Development Specialist within Kainos, you will be responsible for delivering the business development strategy by leading and generating activity in your sector/region by building an extensive network of industry contacts.
You will be accountable for building relevant stakeholder relationships with customers and industry partners to ensure cross-selling opportunities are maximised. You will be working collaboratively with other members of the Business Development team as well as colleagues from other areas of the business including delivery, legal, marketing and operations.
Your Key Responsibilities Will Include

• Working as part of a team - B2B enterprise deals are usually complex and require a business development professional to lead and leverage a wider multi-disciplinary team. You will also work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.
• Be an external Kainos ambassador - with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique.
• Developing Kainos as a business – using on a combination of new and existing accounts (where applicable), you will build and maintain a rich pipeline of opportunities across your sector/region which will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintaining predictability of future revenue.
• Putting people first & developing others – You’ll manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.
• Putting deals together – these deals will need to meet sales, revenue, and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals.
• Building and developing strategic partnerships – you will build and maintain successful partnerships with other businesses in our ecosystem to enable Kainos to be positioned as go-to partner that is trusted and continually adds value.
• Negotiating & managing senior stakeholders - You will be an expert negotiator and excel in in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
• Providing Business development Leadership – utilising best industry practice and processes you will develop sector/region specific prospect and account plans and lead pursuit teams (where applicable) to develop pipeline and deliver revenue.
• Being a trusted advisor for our customers – you will be expected to apply a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. Empathy, active listening, being responsive and creativity all play a part here.

Minimum (essential) Requirements

• 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
• 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
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level
• Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos
• Experience of delivering and/or selling digital services of scale and complexity ($multi-million) for at least five years in a previous role
• An appreciation and knowledge of technology delivery, agile methodologies, etc.
• Broad technology experience and a sound awareness of technology trends and their potential impact on current & future projects
• Be an expert in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to:
• Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders
• Create business development strategies and account plans that ensure success in winning $ multi-million deals, recognising that such a campaign may need to be built up over an extended period of time; and to deliver against quarterly and annual targets
• Ability to plan and meet deadlines in accordance with business requirements

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.