Sales Enablement Lead

Toronto, Canada

About KPMG Delivery Network:

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

Тhrough your work, you’ll build a global network and unlock opportunities that you may not have thought possible with access to great support, vast resources, and an inclusive, supportive environment to help you reach your full potential.

About the role:

The Sales Enablement Lead will bring subject matter expertise in implementing strategies, tools and processes that continually increase the efficiency and effectiveness of sales teams. You will bring significant knowledge on a particular set of process and emerging industry trends/issues to the team to help develop regional sales strategies and win approach for bids. Typically participates on a part-time basis, or full time during various stages of an opportunity pursuit. Equips all client-facing employees with the ability to add value to conversations with customer stakeholders at each stage of sales process.

Your responsibilities: 

• Define and coordinate with stakeholders the sales strategy and overall sales approach for the region

• Drive local Powered campaign execution, for marketing and event programs

• Participate in the deal qualification process and defining a bid response plan

• Contribute to defining ‘win’ themes and pursuit strategy

• Accountable for a quality proposal, coordinating across platform architects, TOM architects and other functions 

• Responsible for providing updates on progress of the bid to the executives and highlighting any concerns 

• Responsible for defining and orchestrating orals prep (when shortlisted)

• Ensure accurate input of pipeline data by local teams, for opportunities through all sales stages 

• Responsible for maintaining deal data (pipeline, engagement stage, resources assigned, etc.)

• Responsible for triaging opportunity requests and the immediate actions as defined in the sales process

• Finding ways to improve sales efficiency and effectiveness with prospects to help local teams meet their performance targets

• Lead local opportunity management and bid management process, assemble and coordinates bid pursuit team 

• Create and coordinate demo requirements, and pre-sales activity including gathering of qualifications and credentials

• Perform validation and quality assurance checks of proposal to be submitted

• Coordinate all local commercial and legal requirements for bid submission

• Follow through proposal approval by the deal review board, making updates as necessary

• Work with both sales and marketing to make the difference in sales ability to provide valuable content and collateral to customers

• Co-ordinate with alliance partners and subs as required

What you bring in:

Education and Certifications

• Bachelor’s degree in Information Technology or related experience

• Preferred MBA or certification(s) in a business function

Experience:

• Excellent communication skills and strong sales and delivery knowledge 

• Relationship management skills with ability to build rapport, influence, and trust with stakeholders 

• Understanding of standard marketing measurement models and metrics with the ability to compile, calculate, and interpret reporting data 

• Experience managing sales or marketing teams as well as working closely with sales executives

• Understanding of Modern marketing and SaaS buying process 

• Strong and demonstrable experience of leading cloud based managed services engagements

• Solid experience of working in B2B or digital marketing; Cloud/SaaS preferred 

• Strong understanding of technology and how various solutions interact 

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

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

• Previous exposure to Coupa, iValua, Microsoft, Oracle, SAP, ServiceNow, Workday

• Certain level of ‘Powered’ accreditation and familiarity with the ‘Powered’ methodology/tools, as well as experience in sales and delivery of ‘Powered’ engagements 


Sales Enablement Lead

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Sales Enablement Lead

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