Sales Response Lead - KPMG Curve

Job description

Summary of role purpose

KPMG Curve is our newest tech venture, aimed at solving our clients’ biggest challenges and uncovering even bigger opportunities. Based in Leeds, a city of innovators, we aim to be the fastest growing digital delivery centre for clients requiring onshore delivery and engineering expertise. The KPMG Infrastructure, Government & Healthcare (IGH) business is the early adopter and anchor tenant of the delivery centre due to immediate need and market opportunity, but KPMG Curve will grow to service all KPMG capabilities.

We are looking for sales specialists who can contribute to our ongoing success by positioning KPMG as a technology transformation partner to our clients. You will be able to work across all elements of the sales cycle, identifying and acting on opportunities to improve the quality, the process and the outcome of significant pipeline growth. This role will report directly into the Sales Response Director.

We’re seeking talented, motivated people who have the energy and drive to succeed in a dynamic and challenging environment, and who have a passion for public services and delivering meaningful outcomes in society. In return we are offering a role which has an upward career trajectory in a growing team which will contribute significantly to KPMG’s success in this sector – winning share, earning the trust of our clients, accessing new and innovative parts of the market and growing KPMG’s reputation as a strategic partner.

Description of the role

This role is suited to an individual with skills and ambitions to operate in all aspects of the sales cycle as well as a background in digital transformation, technology and procurement processes.

You will be required to:

• Generate and qualify pipeline by working with client directors to identify opportunities aligned to KPMG Curve’s propositions
• Contribute to value proposition development
• Lead teams through bid/tender responses – specifically, conducting a tender kick-off, socialising the value proposition, storyboarding, writing bid responses, reviewing and editing responses and finalising submissions
• Contribute to the planning of client presentations/ dialogue sessions
• Represent KPMG through attendance at client presentations/ dialogue sessions where necessary, ensuring vital information is captured and fed back into the submission
• Contribute to win/loss reviews and take actions for continuous improvement.

Now is a hugely exciting time to be part of the UK government digital agenda. In November 2023 Cabinet Office launched its new Government Digital and Data brand to attract top technology talent. KPMG is uniquely positioned in this market with its investments in technology, underpinning everything we do. A career here means stretching your skills and honing your expertise by solving complex problems as part of a collaborative, results-driven and supportive team. Whether we're helping our clients to reduce their costs, make better decisions, improve efficiencies, or deploy the latest technologies, we bring together broad specialisms and talents to deliver robust, connected solutions.

This a high impact role that directly supports the UK’s Defence and Security Enterprise. The role will be subject to Ministry of Defence (MoD) and UK Government public sector governance and controls. Due to the nature of the work, it is essential that applicants are able and willing to undergo security clearance processes, if they do not already hold a valid UK government clearance.

Role Dimensions

Stakeholder Interaction & challenges:

Essential to success will be your ability to interact and build trusted working relationships with Partners, Directors, and Senior Managers from around the business to source insight into client requirements which in turn will inform KPMG’s winning bid responses. You will lead many of these interactions, especially at the beginning of the bid response phase to assimilate the required inputs so that win themes and propositions can be developed and articulated. You will effectively communicate points of view and evidence that shape decision making.

Impact, Risk, Accountability & Governance:

The impact that you will have on the IGH business will be significant. We have a well described three-year growth plan and this role will contribute to the revenue growth that we have set out over this period. More importantly, as the government market continues to adopt digital technologies and innovates faster to solve some of its biggest challenges, you’ll be part of ensuring that KPMG is successfully positioned as a strategic partner in this space.

Essential experience

• A strong background in public sector sales experience within the technology industry
• Significant experience and demonstrable success in crafting winning proposals which are relevant to the industry and to specific clients (£10m+)
• Evidence of working within a matrix organisation across multi-disciplinary teams, highly proficient stakeholder management and knowledge and experience of managing multiple component parts to create a bid response
• A strong understanding of sales methodologies and how these can be adapted to client challenges in the Public Sector
• Sales acumen including development of proposal storyboards, win themes, value propositions and impactful bid response writing
• Knowledge of public sector procurement and commercial routes to market, e.g. relevant frameworks (competitive and direct award)
• A track record of developing trusted relationships and the ability to present compelling and highly engaging content
• Experience of developing propositions which relate to technology and digital transformation programmes and the ability to articulate them in a written, and compelling manner
• Technology experience from major vendors like Microsoft, Oracle, AWS, ServiceNow, Salesforce, Google (desirable)

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