Assistant Director

Skills Required:

- Strong executive presence, relationship management and development skills.

- Past experience of managing/working in the Technology sector

- Understanding of Technology sector landscape in India and Global

- Ability to work in a fast paced, demanding, deadline-driven environment.

- Excellent stakeholder and people management skills.

- Good thinker with ability to understand concepts and with relevant industry experience and, ability to pen those ideas/thoughts in sectoral point of views/thought leaderships

- Effective networker with ability to understand client needs.

- Excellent negotiator, sales focused, target oriented, effective communicator and analytical bent of mind.

- Strategic thinker with ability to understand concepts

- Skilled in MS Excel and Lead and drive the business development and sales activity on focused target accounts creating relationships and originating new opportunities.

- Preparing account, strategy and execution plans. Refresh the account strategy based on market changes and white space analysis for the firm.

- Deploy a clear and consistently applied sales management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.

- Spend 80% of time engaged in sales and market facing activities. Map the decision-making cycle for each opportunity.

- Assist with proposal development, focusing on the KPMG value proposition, key differentiators, and win themes.

- Managing portfolios of enterprise accounts.

- Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients.

- Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.

- Coordinate relationship building activities with appropriate partners, engagement managers, subject-matter professionals, and other KPMG personnel on the engagement team(s) in an effort to help ensure they are well advised on important matters.

- Engage in Account Management including Account planning, Client procurement, Meeting follow-up, Pipeline development, Opportunity pursuit, Contract negotiation, Risk management, Proposal and Statement of Work (SOW) development, and Revenue attainment.

- Discussion between client leadership and KPMG leadership team to identify their future plans and key areas of collaboration.

- Demonstrate excellence in applying Market EDGE to qualify opportunity and gain insights from win/loss reviews as input to the integrated sales management process.

- Monitoring market segment trends, industry issues, and competitive intelligence.

- Driving the culture of the team to promote compliance with legal, regulatory and internal risk management requirements and ensuring team is up to date with KPMG engagement risk management processes.

- Aligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global 360 (G360) Global Client Service Partners (GCSPs).

- Develop collaborative relationships with lead partners and their teams and communicate priority solutions and relevant positioning strategies for their clients.

- Monitor performance of sales enablement and execution through pipeline accuracy, pattern identification and promotion of key wins to increase conversion rates. Also, maintain hygiene with respect to CRM

- Conducting win/loss debriefs across the Region and Assessment of Service Quality (ASQ)/Expectations of Service Quality (ESQ) discussions

The Candidate :

- Graduate preferably Graduate/B.tech/BE or MBA/post graduate from reputed institute

- 12 to 16 years of relevant experience from consulting/industry.

- Evidence of successful origination and sales generation, prospect consistently and upsell.

Should be proficient in working with Microsoft Office tools.

Good written, verbal communication and interpersonal skills

Skill Required:

B2B, SaaS, Sales, GCC

Must have background:

- Relevant Experience in Account Management (8+ Years)

- Solutions Sold - Complex B2B Offerings

- Market Coverage - India and/or GCC

- Target Achievement (Last FY Performance)

Good to have:

We need somebody who understands Google stack, Google ecosystem, Pre sales experience OR Big4 Alliance.

KRA - ARD+ Allaince role, someone who has sales target.