Sales Enablement Lead

1 month ago

London, United Kingdom KPMG Full time

Job description

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 platform 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.
And through 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.

 

Role Summary:

12 month secondment opportunity

Location: Remote with proximity to London for meetings

 

Brings subject matter expertise in implementing strategies, tools and processes that continually increase the efficiency and effectiveness of sales teams. Brings 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.

 

How you will make yor mark

 

• Responsible for accurate inputting of pipeline data from initial start through delivery. This role will be responsible for coordinating with Architects, ROLs and Member firms to ensure pipeline data is accurate and up to date. 
• Responsible for maintaining the lifecycle of deal data (pipeline, wins, engagement stage, resources assigned, estimated deal value, and estimated DC hours for KDN, etc.) 
• Responsible for triaging opportunity requests and the immediate actions as defined in the Sales process. 
• Supports the process of assembling and coordinating the bid pursuit team. 
• Defines the Sales strategy as well as overall Sales approach for the region based on KPMG’s collective strategy and Global Priority Solutions
• Coordinates with stakeholders to form a cohesive sales approach and strategy. 
• Drives local Solution specific campaigns execution, for marketing and event programs. 
• Participates in the Deal qualification process to ensure KDN delivery centers are part of the solution. 
• Provides inputs to formulate a cohesive approach and strategy for the pursuit. 
• Supports the MF in defining a Bid Response plan. 
• Contributes to defining Win themes and Pursuit Strategy 
• Accountable for a quality Proposal, coordinating across architect teams and other functions.
• Co-ordinates with alliance partners and subs as required. 
• Responsible for providing updates on progress of the BID to the Executives and highlighting concerns if any. 
• Supports the MF to define and orchestrate Orals prep. 
• Creates and coordinates demo requirements, and presales activity including gathering of qualifications and credentials. 
• Works with both sales and marketing to make the difference in sales ability to provide valuable content and collateral to customers. 
• Performs validation and quality assurance checks of Proposal to be submitted. 
• Follows through proposal approval by Deal Review Board and making updates as necessary.

 

This is the job for you if you have

 

Education and Certifications
• Bachelor’s degree in information technology or related experience
• Preferred MBA or certification(s) in a business function

 

Experience/Knowledge 

 

Skills and Competencies


• Experience leading cloud based managed services engagements.
• Experience 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.

• Certain level of Powered accreditation
• Familiarity with the Powered methodology/tools
• Experience in sales and delivery of Powered engagements 
• Experience working B2B or digital marketing; Cloud/SaaS preferred.
• Experience managing sales or marketing teams.
• Experience working closely with and or for sales executives. 
• 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. 
• Understanding of Modern marketing and SaaS buying process 

 

Applications


• Coupa
• iValua
• Microsoft
• Oracle
• SAP
• ServiceNow
• Workda

 

KDN is Inclusive

 

Everyone brings a unique perspective. We want to harness diverse thinking by bringing bright minds together and valuing the differences that lead to stronger insights and innovation. At KDN, we recognise that we need Inclusion, Diversity and Equality to be successful. We want to attract, retain and develop diverse talent at all levels. This means recruiting from the widest possible pool of talent, removing barriers that can prevent our people from reaching their full potential, and fostering a fully inclusive environment which maximises collaboration and empowers everyone at KPMG to bring their whole selves to work. We encourage authenticity, honor individual priorities, and respect your choices.


 

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