Asst director Account relationship & development

Role:

Asst director / director : Account relationship & development.

Exp: 11 years to 18 years in Technology consulting industry.

Shift: General

Location: Anywhere in Mumbai

Responsibilities-

•          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

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 Powerpoint

Qualifications :

BE in IT or equivalent

Remote Work :

No

Employment Type :

Full-time