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. W HO 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 f rom 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. A BOUT 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. M AIN 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. As a Sales Development Manager (Manager) at Kainos, you will be responsible for initiating long-standing relationships with prospective customers and executive sponsors. Using your experience and consultative selling skills you will employ effective selling strategies to successfully position Kainos into Defence. Your key responsibilities will include: • Providing Sales Development Leadership – utilising best industry practice and processes you will develop inside sales capability within Kainos to develop pipeline and deliver revenue. • Being a trusted advisor for our customers – you will be expected to utilise 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. • Building and developing strategic partnerships – you will build and maintain successful partnerships with both our strategic partners and other businesses in our ecosystem to enable Kainos to deliver superb value to our customers. • Negotiating & managing senior stakeholders - you will be a strong negotiator and strong in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos. • Being an external Kainos ambassador - you will be expected to utilise a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. M INIMUM ( ESSENTIAL ) REQUIREMENTS : • Significant experience in working in the Defence industry and a detailed understanding of the market including knowledge of the competition. • Prior experience in inside sales or sales development or a background including 3 - 5 years of commercial IT Services experience within a Defence environment • An expert in consultative selling methodologies including the ability to understand the competitive landscape and customer needs to effectively position a product • Demonstratable experience in building early stage pipeline, developing prospect accounts, calling into prospect accounts and building trusting relationship • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level • Excellent networking skills and the ability to build strong and appropriate relationships with senior stakeholders • 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 – an excellent ability in managing, mentoring and coaching members of your team and wider community is important D ESIRABLE : Knowledge of digital services disciplines, including service design, product management, or software development. Familiarity with agile delivery methods and their application across business and technology transformations. A solid understanding of emerging technologies and trends in Defence, such as AI, Cloud Platforms, and Cybersecurity. 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.