Sales Enablement Lead

1 maand geleden

Amstelveen, Nederland KPMG Voltijd

The world of global advisory, audit and tax compliance services for large multi-nationals is rapidly changing and heavily dependent on technology. The KPMG Delivery Network (KDN) is a KPMG special purpose member firm offering a way for clients to leverage KPMG top talent and technology platforms through regional teams of specialists, enabling economies of scale and a new way of working that expands beyond local capability Together with KDN, KPMG member firms can drive the sales and delivery of global solutions at a competitive price and in a repeatable and consistent manner. As a member of KDN, you’ll be a part of the KPMG family working alongside some of our profession’s most skilled practitioners on rewarding programs and initiatives that are changing the way business operates, delivering value to our clients, and driving positive change in the communities we serve. You’ll be enabling KDN accelerate new ways of working, using cutting-edge technology and working together with our member firms located in nearly 150 countries to help us achieve our ambition to be the most trusted and trustworthy professional services firm. And through your work, you’ll build a global network and unlock opportunities that you may not have thought possible with access to great support, vast resources, and an inclusive, supportive environment to help you reach your full potential.

Your challenges

This role will primarily set the strategic sales direction for the region. It, in collaboration with and direction from the regional KDN leader, will drive the attainment of KDN growth targets while supporting member firm deal pursuits.
- Responsible for actively maintaining an accurate pipeline of opportunities for the entire sales life cycle. Responsible for maintaining the lifecycle of deal data (pipeline, wins, engagement stage, resources assigned, estimated deal value, and estimated DC hours for KDN, etc.). This will require coordinating with Architects, ROLs and Member firms to ensure pipeline data is accurate and up to date.
- Will be asked to develop content for and present to senior leadership and member firm partners.
- Responsible for triaging opportunity requests and the immediate actions as defined in the Sales process.
- Supports the process of assembling and coordinating the bid pursuit team.
- Drives local Solution specific campaigns execution, for marketing and event programs.
- Participates in the Deal qualification process to ensure KDN delivery centers are part of the solution.
- Provides inputs to formulate a cohesive approach and strategy for the pursuit.
- Supports the MF in defining a Bid Response plan.
- Contributes to defining Win themes and Pursuit Strategy
- Accountable for a quality Proposal, coordinating across architect teams and other functions.
- Co-ordinates with alliance partners and subs as required.
- Responsible for providing updates on progress of the BID to the Executives and highlighting concerns if any.
- Supports the MF to define and orchestrate Orals prep.
- Creates and coordinates demo requirements, and presales activity including gathering of qualifications and credentials.
- Works with both sales and marketing to make the difference in sales ability to provide valuable content and collateral to customers.
- Performs validation and quality assurance checks of Proposal to be submitted.
- Follows through proposal approval by Deal Review Board and making updates as necessary.

This is what you bring

This is the job for you if you have:
Experience/Knowledge Applications*:

- Coupa
- iValua
- Microsoft
- Oracle
- SAP
- ServiceNow
- Workday
- Skills and Competencies:

- Certain level of Powered accreditation
- Familiarity with the Powered methodology/tools
- Experience in sales and delivery of Powered engagements
- Experience working B2B or digital marketing; Cloud/SaaS preferred.
- Experience managing sales or marketing teams.
- Experience working closely with and or for sales executives.
- Relationship management skills with ability to build rapport, influence, and trust with stakeholders.
- Understanding of standard marketing measurement models and metrics with the ability to compile, calculate, and interpret reporting data.
- Understanding of Modern marketing and SaaS buying process
- Senior level sales/sales enablement experience in a global SI or technology service company
- Experience collaborating, presenting and partnering with senior and executive level leaders and clients ( when required )
- Strong Sales and Delivery knowledge including offshore delivery models - required
- Collaboration with various teams
- Excellent communication Skills
- Strong understanding of technology and how various solutions interact.
- Demonstrated excellence in cross-functional communication, with ability to simplify and explain complex problems to stakeholders of all levels across multiple functions.
- Ability to solicit relevant customer feedback and competitive intelligence and provide actionab

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