Director

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Job description

Director

At KPMG, you will bring your industry knowledge and technology experience to map customer business challenges to cloud technology solutions, shape end-to-end transformational journeys, and deliver real business value to our clients. In this role, you will be own and manage the delivery of some very exciting client engagements, lead pre-sales activities/proposals and be responsible for delivering our portfolio of technology solutions, whilst maintaining deep executive-level client relationships.

In this role, you will be part of some very exciting client engagements, lead sales and pre-sales activities and be responsible for delivering our portfolio of technology solutions, whilst maintaining deep executive-level client relationships. As part of this leadership role, you will act as a leader for our teams, and coach and mentor junior members in their own career progressions whilst contributing to our overall go-to-market activities through building the KPMG brand and being visible as a leading advisor within our clients, the market, and our alliance partners. You will also be a key part of the governance layer within the practice ensuring compliance and quality is at the heart of our sales approach.

This role is crucial in shaping the sales and pre-sales strategy, delivering high-impact presentations, and demonstrating the value of solutions to potential clients. The Director will also play a key role in building and maintaining strategic relationships with key stakeholders, both internally and externally.

You will be responsible for driving revenue growth and market share within the public sector, focusing on Microsoft solutions and services. This is a critical role for our firm, and we are looking for a proven leader with a strong track record of success in selling complex solutions to the public sector.

The Director role will have the following responsibilities:

• Develop and execute a comprehensive sales strategy for Microsoft solutions within the public sector
• Owns the development and execution of a demand generation strategy for key markets to drive pipeline and sales to agreed KPI's
• Actively participate in industry events, conferences, and networking opportunities to build brand awareness and generate new leads by proactively positioning KPMG to capitalise on new growth areas
• Contribute to the development of thought leadership and industry expertise within KPMG related to products and services, positioning the firm as a trusted advisor to clients
• Develop and implement key performance indicators (KPIs) to track the success of the sales and business origination strategy, regularly reviewing and adjusting as needed
• Monitor and analyse sales and business origination performance metrics, identifying areas for improvement and implementing strategies to enhance team effectiveness
• Monitor and analyse sales pipeline data, identifying potential roadblocks and opportunities to improve conversion rates
• Develop and deliver compelling presentations and proposals to potential clients
• Leads and augments bid teams for proposals for large scale transformation programmes (typically greater than €2m+)
• Identify opportunities for improving pre-sales processes, tools, and methodologies to enhance efficiency and effectiveness
• Negotiate and close deals, ensuring profitability and client satisfaction
• Gather feedback from clients and sales teams to continuously improve solution offerings and pre-sales practices
• Conduct thorough market research to identify emerging trends, competitor activity, and potential opportunities within the area of expertise
• Stay abreast of industry trends and emerging opportunities within the Microsoft ecosystem identifying new areas for growth and innovation whilst ensuring that KPMG's sales and business origination approach remains innovative and effective
• Collaborate with other teams within KPMG, including delivery, marketing, and technology
• Achieve and exceed individual and team sales and business origination targets
• Set performance goals, conduct regular evaluations, and provide constructive feedback to team members, supporting their professional growth and success
• Identify opportunities for improving pre-sales processes, tools, and methodologies to enhance efficiency and effectiveness
• Leads a small team including performance management, talent development and nurtures junior members of the team to cultivate highly motivated sales and delivery professionals to deliver the international growth strategy
• Fosters a culture of excellence, innovation, collaboration and knowledge Provide oversight and guidance to project teams responsible for delivering data solutions to public sector clients, ensuring timely and successful project completion
• Lead the development of compelling proposals and pricing strategies that effectively communicate the value proposition of our data solutions to potential clients within the sector
• Gather feedback from clients and sales teams to continuously improve solution offerings and pre-sales practices

The Person

• • Extensive experience in sales, with a proven track record of successful sales deal and business origination in the public sector
  • Extensive sales experience working in large matrix organisations across multiple countries and with senior stakeholders from either large consulting organisations or system integrators to develop pipeline. Additionally having an understanding of the Partnership based operating model
  • Passionate about talking to clients on current technology issues and market direction and seeks collaborative ways of working with both clients and KPMG teams
  • Creative problem-solving ability whilst working in ambiguous situations and understands the bigger strategic picture - agile in approach
  • Exceptional leadership and people management skills, with a proven ability to lead, motivate, and develop high-performing teams
  • Proactively engages in cross-functional communications and sharing of information. Forward thinking - anticipate what might happen, actively ensuring others are pre-prepared for likely outcomes.
  • Strong strategic planning skills, with the ability to develop and execute innovative pre-sales strategies
  • Excellent verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively
  • Deep knowledge of data analytics and related technologies, including cloud computing, artificial intelligence, and machine learning
  • Flexible and resilient - this team works at a fast pace, so you will be priority focused, detail-conscious, dedicated, and able to work calmly under pressure and be adaptable

Certifications and Education

• Bachelor's degree in business administration, marketing, or equivalent
• Proven experience in sales, with a track record of success in selling Microsoft solutions to the public sector
• Strong understanding of the public sector landscape and the challenges and opportunities faced by government agencies
• Deep knowledge of data analytics and related technologies, including cloud computing, artificial intelligence, and machine learning
• Excellent communication, presentation, and negotiation skills
• Proven leadership ability, with a track record of building and motivating high-performing teams