Sales Enablement Lead

Sales Enablement Lead

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.

Jouw uitdagingen

This role will primarily set the sales direction for the region. It, in collaboration with and direction from the regional KDN leader (ROL), will drive the attainment of KDN growth targets while supporting member firm deal pursuits.

• Strong knowledge and ability to operate and execute in a highly matrixed environment will be critical to the success of this candidate.
• 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 (MF) 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 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.

Dit neem jij mee

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 Skills and Competencies
• Relevant years of 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
• 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 actionable information for positioning, messaging & sales strategy.
• Ability to travel >25%

Education and Certifications

• Bachelor’s degree in information technology or related experience
• Preferred MBA or certification(s) in a business function

* Deze eisen geven een richting van het profiel dat wij zoeken voor deze functie. Voldoe jij niet aan alle eisen maar denk je wel dat dit de functie voor jou is? Dan nodigen wij je graag uit om te solliciteren.

Wat ga jij doen in deze functie?

Brings leadership, gravitas and subject matter expertise in development of sales and growth strategy for the EMA region. This strategy will need to take into consideration input from senior leadership and stakeholders in the region. This strategy will need to include the growth of Global Priority Solutions services top line revenue as well as an execution plan on how to achieve KDN annual goals. This senior level candidate will bring significant knowledge on a particular set of process and emerging industry trends/issues to the team to help develop regional sales strategies and win approach for bids. This candidate will need to bring leadership to the regional team in support of deal pursuits, collaborate with Director level (and higher) peer groups and interface with delivery center leadership. Equips all client-facing employees with the ability to add value to conversations with customer stakeholders at each stage of sales process.

Dit bieden wij

• Gross salary between € 6.100,- en € 8.850,- month depending on your work experience, profit sharing, a fixed expense allowance, and a working from home allowance of €2.40 per working day.
• Pension accrual without a compulsory personal contribution.
• 30 vacation days (on a full-time basis) and the option to buy more days or sell your vacation days.
• At KPMG we work hybrid, so you can work from home or at the office.
• A completely furnished home office.
• A lease car or a mobility budget.
• A laptop and iPhone which also can be used privately.
• Choice to pick from different courses which contribute to your own personal and professional development.
• Diversity networks in the areas of pride, gender, ability, cultural diversity, and generations that regularly organize various activities to celebrate differences!
• Focus on well-being! There is a gym at the Amstelveen office or you can get a discount for a gym near your house and you get access to different health and/or vitality programs.
• ‘Together’ is one of our core values. So you can count on different social activities, like team events, drinks with colleagues and events with all your KPMG colleagues.