Business Development Manager

5 days ago

Aberdeen, Aberdeen City, United Kingdom KPMG Full time

Job Overview

The Business Development Manager will be responsible for driving utilization and dependence upon KPMG Microsoft Business Solutions as the go-to place for all Microsoft at KPMG. Providing trusted advisor expertise with member firms around their strategic approach to fulfilling their clients' business and technology needs.

Key Responsibilities

  • Develop and execute a demand generation strategy for a key industry market to drive pipeline and sales to agreed KPIs.
  • Develop the overall positioning, uniqueness, and messaging for the Microsoft offerings through KPMG Microsoft Business Solutions into that industry.
  • Responsible for the generation of pipeline and execution of sales for the organization.
  • Identify and develop opportunities for the organization to diversify across sub-industry, emerging technology, and services propositions to build pipeline.
  • Work with KPMG teams to create integrated propositions to meet the needs of specific industries or clients to build pipeline.
  • Lead the interlock with the delivery organization to ensure:
    • Contracts with clients are robust.
    • The sales teams support program delivery in partnership.
    • The development of innovative and profitable commercial constructs.
  • Develop a marketing and communications plan to drive pipeline for the organization in white space clients.
  • Ensure that client relationships and commercial engagements are managed effectively to ensure successful delivery and long-term relationship development.

Business Development - Execution

  • Own and cultivate senior stakeholder relationships within key strategic accounts.
  • Own and manage key relationships within the KPMG partner network to drive pipeline from within the firms' client base.
  • Own and manage the relationship with key Microsoft stakeholders to develop co-selling opportunities.
  • Lead key bids and proposals for large-scale transformation programs (typically in the €1-4m range).
  • Work as a trusted advisor with clients around their strategic business and technology needs.
  • Leads and supports the negotiation of contracts and ensures compliance with KPMG Microsoft Business Solutions policy.

Requirements

  • Highly experienced working in Microsoft solution sales.
  • Working knowledge of Microsoft technology (particularly Dynamics 365, Office 365, and Azure).
  • Strong cross-industry experience (Financial Services, Public Sector, and Consumer Markets).
  • Highly experienced working in partnership with Microsoft to develop business systems or cloud-based technology propositions to meet client needs.
  • Experience of working in an LLP organization.
  • Demonstrable track record developing long-term profitable relationships with mid and large-sized organizations.
  • Can develop a demand generation strategy for a Microsoft solution sales team and lead the team to successful execution.
  • Hold led Microsoft-centric transformation deals with values in excess of €2m.
  • Has led the development of solutions, consulting offerings, and assets to drive repeatable sales.
  • Extensive experience working with senior stakeholders within a large consulting organization or system integrator to develop pipeline, understanding of the unique structure and culture of a partnership-based operating model.
  • Experience developing front and back office transformation propositions using Microsoft technology.
  • Has an extensive Microsoft network at sales level.
  • Can create a culture of knowledge sharing and innovations.
  • Can lead the sales interlock with delivery teams to ensure profitable growth in partnership.
  • Passionate about talking to clients on current technology issues and market direction.
  • Collaborative ways of working with client and various KPMG teams.
  • Creative problem-solving ability while working in ambiguous situations.
  • Experience in anticipating the viewpoint of others, listens, and addresses concerns.
  • Experience in building co-operative relationships and fostering an environment in which everyone's opinion is valued.
  • Provides on-going feedback, coaching, and mentoring that supports individuals' development needs and career aspirations.
  • Proactively engages in cross-functional communications and sharing of information.

KPMG Microsoft Business Solutions Overview

At KPMG, your long-term future is every bit as important to us as it is to you. That's why our aim is to give you experiences that will stay with you for a lifetime. Whether it's great training and development, mobility opportunities, or corporate responsibility volunteering activities – you'll gain a wealth of experiences on which to build a rewarding career. We're a firm that encourages you to be yourself, values your contribution, and inspires you to act as a role model, always focused on doing the right thing for each other, our clients, and our communities.

This sets out all the different ways you'll be rewarded at KPMG. Among other things, you can benefit from honest conversations about your career as well as a range of other rewards. In all these ways and more, we have created an environment that can bring out the best in you.

Enjoy the benefits

For this exciting opportunity, we have put together a great package that combines a competitive salary with a bundle of extras, including business travel allowances and medical insurance for you and your family.

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