Customer Base Account Director (Defence)
Join Kainos and shape the future as a Customer Base Account Director (Defence). Kainos is a problem‑solving, innovative, and collaborative organisation committed to creating real impact across a diverse and ambitious team.
About the Team
You’ll join the Defence & National Security Client Group, working closely with MOD and NS clients. The team is high‑performing, fast‑paced, and focused on customer success and commercial growth.
About You
You are a team player with a positive, entrepreneurial mindset and deep domain knowledge of defence, having worked in the sector recently. You are commercially savvy, comfortable in a quota‑driven, competitive environment, and skilled at building trust‑based relationships. You work remotely, but are happy to travel when required to meet client expectations. You excel at planning and prioritising to meet deadlines and deliver results aligned with both business and customer objectives.
Main Purpose of the Role & Responsibilities
As a Customer Success Manager, you’ll own a defined set of Defence and NS accounts. Your mission is to retain and grow client relationships through renewals, upsell, and expansion opportunities; act as a trusted advisor leveraging your defence expertise; and partner with consulting teams to ensure clients achieve maximum ROI from Kainos services.
Key Responsibilities
* Customer Success Leadership: Use a consultative approach to understand client needs, challenges, and opportunities. Build strong relationships from C‑level to operational teams.
* Commercial Growth: Define retention and growth priorities, maintain accurate forecasts, and deliver against sales targets.
* Business Acumen: Structure and negotiate compelling commercial offers aligned with Kainos’ strategy and customer need. Present proposals that deliver mutual value.
* Account Planning: Apply best‑practice methodologies to map stakeholders, influence buying committees, and prioritise activities.
* Team Collaboration: Work with Account Leaders, consulting teams, and partners to maximise cross‑sell opportunities.
* External Ambassador: Represent Kainos’ culture and values in every client interaction.
Essential Requirements
* Proven account‑management experience with strong business development skills.
* Strong understanding of Kainos’ technical offerings.
* Knowledge of IT business development and contract management.
* Track record of meeting retention and growth targets.
* Familiarity with account‑planning methodologies and accurate pipeline management.
* Ability to influence at all levels, including executive and C‑suite.
* Excellent communication, presentation, and proposal‑writing skills.
* Strong negotiation skills and commercial awareness.
* Familiarity with CRM tools (e.g. Dynamics 365).
* Willingness to travel regularly/as required for client engagements.
* Ability to thrive in a dynamic, high‑pressure environment.
* Ideally you hold a minimum of SC clearance; if not, you must be eligible for and willing to obtain it.
Embracing Our Differences
At Kainos, we believe in diversity, equity and inclusion. We are committed to building a team that reflects the diversity of the world we live in, valuing and respecting all individuals regardless of age, race, ethnicity, gender, sexual orientation, religion, disability or any other characteristic. If you require accommodations or adjustments, please let us know.
Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Sales and Business Development
Industry: Information Services
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