Business Development Director (Public Sector - Technology)

Role: Business Development – Public Sector 

Capability: Public Sector, Digital Services

Band: Principal

Kainos is seeking a Business Development Director (Digital Services) to work as part of our senior team in the Americas region with a focus on Public Sector. 

Kainos is a technology company that specializes in digital transformation for the public sector, working with various government departments to modernize services and improve efficiency. Our services include cloud migration and optimization using platforms like AWS and Azure, enhancing data management and analytics, and implementing large-scale IT systems for essential operations such as tax collection, welfare administration, and justice services. We have delivered projects for major UK and Canada government departments helping them digitize processes, enhance service delivery, and meet regulatory standards.  

Role Description and Key Responsibilities: 

As a Business Development Director (Principal) in Kainos, you will: 

• Take a lead role in the Business Development team, operating as an individual sales contributor with responsibility for growing our customer base and delivering our business development strategy. 

• Generate sales opportunities by developing an extensive network of industry contacts including senior figures within provincial Public Sector.  

• 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 subject-matter experts within our Public Sector and regional team, colleagues from other business units, and industry partners to ensure that cross-selling opportunities are maximised.  

• Putting people first & developing others – You will mentor, coach, and develop colleagues within the wider regional team, developing their business development skills and potential, supporting their career development. 

Minimum (Essential) requirements: 

• Experience in leading Business Development within the Public sector; specifically experience working with Provincial Government. 

• Excellent knowledge of digital service concepts (Software Delivery, Cloud, Low-code, Data and AI based solutions) 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. 

• 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.