Assistant Director - Account Relationship & Development - IT

Skills Required :

• Strong executive presence, relationship management and development skills.
• Past experience of managing / working in the Technology sector
• Understanding of Technology sector landscape in India and Global
• Ability to work in a fast paced, demanding, deadline-driven environment.
• Excellent stakeholder and people management skills.
• Good thinker with ability to understand concepts and with relevant industry experience and, ability to pen those ideas / thoughts in sectoral point of views / thought leaderships
• Effective networker with ability to understand client needs.
• Excellent negotiator, sales focused, target oriented, effective communicator and analytical bent of mind.
• Strategic thinker with ability to understand concepts
• Skilled in MS Excel and Lead and drive the business development and sales activity on focused target accounts creating relationships and originating new opportunities.
• Preparing account, strategy and execution plans. Refresh the account strategy based on market changes and white space analysis for the firm.
• Deploy a clear and consistently applied sales management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.
• 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. Also, maintain hygiene with respect to CRM
• Conducting win / loss debriefs across the Region and Assessment of Service Quality (ASQ) / Expectations of Service Quality (ESQ) discussions

The Candidate :

Should be proficient in working with Microsoft Office tools.

Good written, verbal communication and interpersonal skills

Skill Required :

B2B, SaaS, Sales, GCC

Must have background :

Good to have :

We need somebody who understands Google stack, Google ecosystem, Pre sales experience OR Big4 Alliance.

KRA - ARD+ Allaince role, someone who has sales target.

(ref : iimjobs.com)