Business Development Director for the Public Sector (Principal) – UK

• This job is available in 4 locations

  • London, United Kingdom
  • Belfast, United Kingdom
  • Birmingham, West Midlands, United Kingdom
  • Home worker, United Kingdom

  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?

  Kainos provides a market-leading, full life-cycle portfolio of bespoke digital solutions to the Public Sector as a long-established supplier to the UK Government, providing innovation and best-in-class customer-focused, value add delivery to solve complex client problems.

  Whether working with our clients’ legacy or more modern systems, we apply innovation and expertise to modernise their processes through digital transformation and innovation by our Cloud, Data & AI, Intelligent Automation and Digital Advisory practices. 

  Recent Industry leading and award-winning projects our Public Sector team have delivered include:

  • Best Public Sector IT Project of the Year in 2022, UK IT Industry Awards for DVSA’s digital transformation of the future driver theory test.
  • Award winner for DVSA’s pioneering predictive analytics tool to detect fraudulent activity and digitally transforming the driver examination process. 
  • The Defence Science and Technology Laboratory (Dstl) is a UK government agency of the Ministry of Defence. Dstl provides world class expertise and delivers cutting-edge science and technology for the benefit of the UK and allies. Kainos delivered cloud native modernisation for the DSTL to reduce costs and drive innovation, delivered 6 weeks ahead of schedule. 

  Other life-changing projects Kainos has delivered in the Public Sector include:

  • HM Passport Office – digital passport application and renewal process, a £20m+ project
  • Register to Vote service, a £3m+ project
  • MOT service, a £15m+ project
  • Defra EU Exit and Trade services, a £20m+ project 

  The Team

  We are delighted to offer an exciting growth opportunity to be part of our Public Sector Business Development team at Kainos.

  Currently a team of 9 people, our BD team is located across the UK (Belfast, London, Birmingham, Leeds) leading growth and revenue generation with Public Sector clients across UK&I, EMEA and North America. The team has an enviable reputation in the market having supported clients through some of the most complex digital transformations ever delivered in the UK Public Sector. 

  With continued success and a strong trajectory of opportunity, we have established a devolved sectoral structure of client groups to support Public Sector clients:

  • Central & Devolved Government
  • Defence
  • Public Safety and National Security
  • Transport
  • Tax, Trade and Welfare

  Each client group has a leadership team responsible for delivering and growing our business with customers in the group and supports a devolved reporting model across the business.

  As a Business Development Director (Principal) in Kainos, you will take a lead role in the Business Development team, operating as an individual contributor in one of our client groups, being responsible for growing our customer base and delivering our business development strategy.

  Having expertise in one of these client groups is essential for this role.

  You will generate opportunity in your sector by developing an extensive network of industry contacts including senior civil servants within the UK Government and Public Sector space.

  Through your existing network, existing Kainos stakeholder relationships within our client base and leveraging connections through our Kainos Workday Practice, you will lead strategic Business Development, ensuring cross-selling opportunities are maximised. You will work collaboratively with other members of the Business Development team as well as colleagues from other areas of the business including delivery, commercial, marketing and operations, owning opportunity management from first conversation to contract.

  Your key responsibilities will include: 

  • Developing Kainos as a business – you will build and maintain a strong pipeline of opportunities across your sector/region that will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintain predictability of future revenue. 
  • Providing Business Development leadership – utilising best industry practice and processes you will develop sector/region specific prospect and account plans and lead pursuit teams to develop pipeline and deliver revenue. 
  • Being a trusted advisor for our customers – you will apply a consultative selling approach based on taking time to properly understand our customers, their challenges and opportunities, exercising empathy, active listening, responsiveness and creativity. 
  • Putting deals together – 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 a 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 relationship management, with experience of presenting and refining proposals to achieve win/win outcomes for Kainos and our customers. 
  • 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. 
  • Working as part of a team - You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised. 
  • Putting people first & developing others – You will mentor, coach, and develop colleagues within your client group and the wider Public Sector team, developing their business development skills and potential, supporting their career development.

  Essential requirements: 

  • Experience in leading Business Development with Public Sector client accounts in excess of £5m per annum, selling complex digital solutions.
  • Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
  • Expert in business development processes, deal commercials and constructing complex commercial offers.
  • Ability to create business development strategies and account plans that ensure success in winning multiple multi-million-pound deals and deliver against quarterly and annual targets.
  • An appreciation and knowledge of technology delivery, agile methodologies, etc.
  • Broad technology experience and a sound awareness of technology trends and their potential impact for customers.
  • Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Kainos.
  • Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
  • Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
  • 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 demonstrable ability in mentoring and coaching members of your team and wider community.

  Desirable: 

  • Demonstrable experience working closely with global partners to build successful co-sell relationships and generate revenue.
  • A genuine passion in solving complex customer problems with technology.
  • Experience of growing a market sector and developing new offerings.

  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.