Sales Enablement Lead

The world of global advisory, audit and tax compliance services for large multi-nationals is rapidly changing and heavily dependent on technology. The KPMG Delivery Network (KDN) is a KPMG special purpose member firm offering a way for clients to leverage KPMG top talent and technology platforms through regional teams of specialists, enabling economies of scale and a new way of working that expands beyond local capability.

Together with KDN, KPMG member firms can drive the sales and delivery of global solutions at a competitive price and in a repeatable and consistent manner. You’ll be a part of the KPMG family working alongside some of our profession’s most skilled practitioners on rewarding programs and initiatives that are changing the way business operates, delivering value to our clients, and driving positive change in the communities we serve.

By providing services to KDN, you’ll be assisting KDN to accelerate new ways of working, using cutting-edge technology and working together with our member firms located in nearly 150 countries to help assist us achieve our ambition to be the most trusted and trustworthy professional services firm.

Service to be provided

This role will involve utilizing expertise in Advisory solutions to inform regional sales strategies, develop winning bid approaches, and provide strategic direction and guidance to the regional team during deal pursuits. The services require equipping client-facing employees with the advice on how to effectively engage with customer stakeholders at each stage of the sales process.

Sales Strategy and Growth:

• Advise on sales strategy for the EMA region in collaboration with the regional KDN leader, aligned with KPMG's overall business objectives and focused on achieving KDN growth targets.

Pipeline Management and Deal Pursuit Support:

• Maintain an accurate pipeline of opportunities, ensuring data accuracy and up-to-date information on deal stage, resources, value, and estimated delivery center hours.

• Coordinate with Architects, Regional KDN Leaders, and Member Firms to ensure pipeline data integrity.

• Contribute to opportunity requests and initiate immediate actions as defined in the sales process.

• Support the assembly and coordination of bid pursuit teams.

• Contribute to defining win themes, pursuit strategy, and bid response plans.

• Coordinate with alliance partners as required.

Proposal Development and Execution:

• Contribute to formulating a cohesive approach and strategy for deal pursuits.

• Ensure KDN Global Delivery Centers (GDCs) are part of the solution during deal qualification.

• Coordinate high-quality proposals, collaborating with architect teams and other functions.

• Perform validation and quality assurance checks on proposals.

• Follow through on proposal approval by the Deal Review Board and make necessary adjustments.

Client Engagement and Relationship Management:

• Develop and maintain strong relationships with key client stakeholders.

• Provide guidance and support to client-facing employees on effective engagement strategies.

• Contribute to the development of client-specific solutions and proposals.

Team Collaboration and Communication:

• Collaborate effectively with cross-functional teams, including sales, delivery, and marketing.

• Communicate effectively with internal and external stakeholders.

• Proactively identify and address potential challenges and risks.

Continuous Improvement:

• Stay abreast of industry trends and leading practices

• Identify opportunities for process improvement and innovation

Required Experience

General:

• Senior-level sales or sales enablement experience in a global systems integrator (SI) or technology service company.

• Proven experience collaborating, presenting, and partnering with senior and executive-level leaders and clients.

• Strong understanding of sales and delivery processes, including offshore delivery models.

• Demonstrated ability to collaborate effectively with various teams.

• Excellent communication skills, both written and verbal.

• Strong understanding of technology and how various solutions interact.

• Demonstrated excellence in cross-functional communication, with the ability to simplify and explain complex problems to stakeholders at all levels across multiple functions.

• Ability to solicit relevant customer feedback and competitive intelligence and provide actionable information for positioning, messaging, and sales strategy.

• Willingness to travel up to 25% of the time.

Technical Expertise:

Applications:

• Experience with one or more of the following applications: Coupa, iValua, Microsoft, Oracle, SAP, ServiceNow, Workday.

Powered Methodology:

• Powered accreditation.

• Familiarity with the Powered methodology/tools.

• Experience in sales and delivery of Powered engagements

What we offer:

The chance to work in a top talent team

Attractive remuneration

Build knowledge in cutting-edge technologies

Opportunity for continuous training, learning and certification

Experience in an international and multicultural organization

Work on challenging projects with clients in various industries around the globe

Modern office environment

Additional health insurance

Life insurance

50+ benefits and services to choose from

Hybrid working policy