Director Public Sector Sales – AI Business Solutions
Location: Birmingham, Bristol, Glasgow, Leeds, London, Manchester, Reading
Capability: Advisory
Experience Level: Director
Type: Full Time
Service Line: Technology & Data
Contract type: Permanent
At KPMG, you will bring your industry knowledge and technology experience to map customer business challenges to Microsoft AI Business Solutions, shape end‑to‑end transformational journeys, and deliver real business value to our clients. The core element of the role is to drive new business in Central Government clients through collaborating with the broader firm, owning the Microsoft alliance within the sector and leveraging your industry connections to identify new opportunities, building partnerships, overseeing bids and ensuring successful delivery. This role requires a blend of strategic vision, operational excellence, and a deep understanding of the public sector landscape.
As part of this role, you will lead our teams, coach and mentor junior members, contribute to our go‑to‑market activities through building the KPMG brand and be visible as a leading advisor within our clients, the market, and our alliance partner Microsoft. You will also be a key part of the governance layer within the practice ensuring compliance and quality is at the heart of our sales approach. This role is crucial in shaping the sales and pre‑sales strategy, delivering high‑impact presentations, and demonstrating the value of solutions to potential clients. The Director will also play a key role in building and maintaining strategic relationships with key stakeholders, both internally and externally.
Key Responsibilities
* Develop and Execute Strategy: Create and implement a comprehensive business development strategy for Central Government, aligning with organisational goals and market trends. Achieve and exceed individual and team sales and business origination targets through leading the end‑to‑end sales process, ensuring profitability and client satisfaction.
* Market Intelligence: Conduct market research to identify trends, competitor activity, and emerging opportunities, ensuring the business remains agile and responsive. Align the market opportunity, Microsoft technology and KPMG capability to define relevant market propositions and continually adapt our offering and GTM approach. Own the go‑to‑market strategy and orchestrate the creation of relevant propositions and assets to drive pipeline, delivering compelling content and proposals to potential clients.
* Pipeline Generation: Identify, qualify, and pursue new business opportunities within Central Government departments and agencies, building a robust pipeline to achieve growth targets. Lead on sales excellence, identifying opportunities for improving pre‑sales processes, tools, and methodologies to enhance efficiency and effectiveness.
* Stakeholder Engagement & Collaboration: Build and maintain strong relationships with key government stakeholders, industry partners, and internal teams to position the organisation as a trusted advisor. Collaborate with other teams within KPMG, including delivery, marketing, and technology, and lead on large‑scale transformation programmes (typically > £2m) where the role will lead and augment bid teams.
* Thought Leadership: Actively participate in industry events, conferences, and networking opportunities to build brand visibility and generate new leads by proactively positioning KPMG as a trusted advisor to capitalise on new growth areas.
* Performance Management: Set clear performance goals for the direct business development team, align to the business strategy, and drive business and team success through implementation and management of these goals. Provide coaching and feedback, fostering a culture of excellence, innovation, and collaboration.
* Governance and Compliance: Ensure all business development activities adhere to internal governance, quality standards, and public sector procurement regulations. Lead on risk processes and model leading practice to the team.
The Person
* Extensive experience in business development sales with a proven track record of winning and delivering complex deals in the public sector, ideally Central Government.
* Demonstrative sales experience working in large matrix organisations with senior stakeholders from consulting organisations or system integrators to develop pipeline leveraging alliances and strategic partnerships.
* Strong understanding of government procurement processes, frameworks, and compliance requirements.
* Passionate about talking to clients on current technology issues and market direction and seeks collaborative ways of working with both clients, technology alliances, and KPMG teams.
* Strategic thinker with creative problem‑solving skills and the ability to navigate ambiguity.
* Exceptional leadership and people management skills, with a proven ability to lead, motivate, and develop high‑performing teams.
* Strong strategic planning skills with the ability to develop and execute innovative sales strategies.
* Excellent verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively.
* Deep knowledge of Microsoft technologies and how these align to client challenges in complex digital transformation programmes.
* Flexible and resilient – able to work calmly under pressure, prioritise, and adapt in a fast‑paced environment.
Certifications and Education
* Bachelor's degree in business administration, marketing, or equivalent.
* Proven experience in sales with a track record of success in selling Microsoft solutions to the public sector.
* Strong understanding of the public sector landscape and the challenges and opportunities faced by government agencies.
* Deep knowledge of data analytics and related technologies, including cloud computing, artificial intelligence, and machine learning.
* Excellent communication, presentation, and negotiation skills.
* Proven leadership ability with a track record of building and motivating high‑performing teams.
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