Senior Manager - Digital Sales/BD

About KPMG in India
KPMG entities in India are professional services firm(s). These Indian member firms are affiliated with KPMG International Limited. KPMG was established in India in August 1993. Our professionals leverage the global network of firms, and are conversant with local laws, regulations, markets and competition. KPMG has offices across India in Ahmedabad, Bengaluru, Chandigarh, Chennai, Gurugram, Jaipur, Hyderabad, Jaipur, Kochi, Kolkata, Mumbai, Noida, Pune, Vadodara and Vijayawada. 
KPMG entities in India offer services to national and international clients in India across sectors. We strive to provide rapid, performance-based, industry-focused and technology-enabled services, which reflect a shared knowledge of global and local industries and our experience of the Indian business environment.
 

Core Expertise: Sales (Global Captive Business)
Key Attributes
Location: Bangalore / Hyderabad / Gurgaon
Experience: 12 to 15 years 
Requirements:
•    Self-Driven & Proactive: Ability to take initiative and work independently.
•    Target Driven: Previous experience in a sales role with a focus on meeting and exceeding targets.
•    Experience with Global Captives: Proven track record of working with and growing businesses with global captive clients.
•    Technology Awareness: Familiarity having sold tech offerings at a large SI. Experience with ServiceNow, Automation, Integration, Workday, Analytics & AI would be a plus
•    Experience with Different Engagement Models: Understanding and experience in various business engagement models i.e., experience having sold staff augmentation, fixed price and managed services contracts is a must.
Responsibilities:
•    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
•    Conducting win/loss debriefs across the Region and Assessment of Service Quality (ASQ)/Expectations of Service Quality (ESQ) discussions