Job Description
KPMG Microsoft Business Solutions is looking for a Business Development Manager, who is responsible for driving utilisation and dependence upon KPMG Microsoft Business Solutions as the go-to place for all Microsoft at KPMG and external Clients. Providing trusted advisor expertise with member firms around their strategic approach to fulfilling their clients business and technology needs. Creates and progresses opportunities for MBS in the International market by leveraging a hybrid skillset of business development, pre sales, technical excellence and delivery. Advocates innovation both within the firm and with clients and takes a role in developing team members to their full potential as well as promoting collaboration across teams.
Role Responsibilities
Business Development
* Owns the development and execution of a demand generation strategy for a key industry market to drive pipeline and sales to agreed KPI’s
* Develops 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 organisation
* Identifies and develops opportunities for the organisation to diversify across sub industry, emerging technology and services propositions to build pipeline
* Works with KPMG teams to create integrated propositions to meet the needs of specific industries or clients to build pipeline
* Leads the interlock with the delivery organisation to ensure:
* Contracts with clients are robust
* The sales teams support programme delivery in partnership
* The development of innovative and profitable commercial constructs
* Develops a marketing and communications plan to drive pipeline for the organisation in white space clients
* Ensures that client relationships and commercial engagements are managed effectively to ensure successful delivery and long term relationship development.
Business Development – Execution
* Owns and cultivates senior stakeholder relationships within key strategic accounts
* Owns and manages key relationships within the KPMG partner network to drive pipeline from within the firms’ client base
* Owns and manages the relationship with key Microsoft stakeholders to develop co-selling opportunities
* Leads key bids and proposals for large scale transformation programmes (typically in the £1-4m range)
* Works 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
Essential skills and experience:
* Highly experienced working in Microsoft solution sales
* Working knowledge of Microsoft technology (particularly Dynamics 365, Office 365 and Azure)
* Strong cross industry experience (Public Sector, Financial Services 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 organisation
* Demonstrable track record developing long term profitable relationships with mid and large sized organisations
* Can develop a demand generation strategy for a Microsoft solution sales team and lead the team to successful execution
* Has 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 organisation 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
* Is able to 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 whilst working in ambiguous situations
* Experience in the anticipation 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.