Business Development Manager - Commercial Sector
Overview
The Business Development Manager will drive utilisation and dependence upon our firm as the go-to place for all things Microsoft at KPMG. Acting as a trusted advisor, the BDM will support member firms in shaping strategic approaches that meet clients’ business and technology needs. The role focuses on creating and progressing opportunities for Microsoft Business Solutions across the international market, particularly within the Commercial Sector (manufacturing, retail, consumer goods, technology, logistics, energy, professional services, healthcare, hospitality, education). Leveraging a hybrid skillset of business development, presales, technical expertise and delivery know-how, the BDM will help position our capabilities effectively within these sectors.
Job Details
* Location: Birmingham, Bristol, Glasgow, Leeds, London, Manchester, Reading
* Capability: Advisory
* Experience Level: Senior Manager
* Type: Full Time or Part Time
* Service Line: Technology & Data
* Contract type: Permanent
Responsibilities
* Own the development and execution of a demand generation strategy for a key industry market to drive pipeline and sales to agreed KPI’s
* Develop the overall positioning, 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
* Identify and develop opportunities for the organisation 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 organisation to ensure contracts with clients are robust
* The sales teams support programme delivery in partnership
* The development of innovative and profitable commercial constructs
* Develop a marketing and communications plan to drive pipeline for the organisation in white space clients
* Ensure that client relationships and commercial engagements are managed effectively to ensure successful delivery and long-term relationship 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 programmes (typically in the €1-4m range)
* Work as a trusted advisor with clients around their strategic business and technology needs
* Lead and support the negotiation of contracts and ensure 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 industry experience in the commercial sector
* 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
* 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 organisation or system integrator to develop pipeline, understanding the 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 whilst working in ambiguous situations
* Experience in anticipating the viewpoint of others, listening and addressing concerns
* Experience in building cooperative relationships and fostering an environment in which everyone’s opinion is valued
* Provides ongoing feedback, coaching and mentoring that supports individuals’ development needs and career aspirations
* Proactively engages in cross-functional communications and sharing of information
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.
Benefits
* Competitive salary
* Business travel allowances
* Medical insurance for you and your family
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