Role Overview

At KPMG, you will bring your industry knowledge and technology experience to map customer business challenges to Microsoft AI Business Solutions, shape end-to-end transformational journeys, and deliver real business value to our clients. The core element of the role is to drive new business in Central Government clients through collaborating with the broader firm, owning the Microsoft alliance within the sector and leveraging your industry connections to identify new opportunities and building partnerships to overseeing bids and ensuring successful delivery. This role requires a blend of strategic vision, operational excellence, and a deep understanding of the public sector landscape.

As part of this role, you will lead our teams, and coach and mentor junior members in their own career progressions whilst contributing to our overall go-to-market activities through building the KPMG brand and being visible as a leading advisor within our clients, the market, and our alliance partner Microsoft. You will also be a key part of the governance layer within the practice ensuring compliance and quality is at the heart of our sales approach.

This role is crucial in shaping the sales and pre-sales strategy, delivering high-impact presentations, and demonstrating the value of solutions to potential clients. The Director will also play a key role in building and maintaining strategic relationships with key stakeholders, both internally and externally.

You will be responsible for driving revenue growth and market share within the public sector, predominantly Central Government, focusing on Microsoft solutions and services within the AI Business Solutions pillar. This is a critical role for our firm, and we are looking for a proven leader with a strong track record of success in selling complex solutions to the Public Sector.

Key Responsibilities

Develop and Execute Strategy:

• Create and implement a comprehensive business development strategy for Central Government, aligning with organisational goals and market trends. Achieve and exceed individual and team sales and business origination targets through leading the end-to-end sales process, ensuring profitability and client satisfaction

Market Intelligence:

• Conduct market research to identify trends, competitor activity, and emerging opportunities, ensuring the business remains agile and responsive. Align the market opportunity, Microsoft technology and KPMG capability to define relevant market propositions and continually adapt our offering and GTM approach. Own the go-to-market strategy and orchestrate the creation of relevant propositions and assets to drive pipeline. Delivering c compelling content and proposals to potential clients.

Pipeline Generation:

• Identify, qualify, and pursue new business opportunities within Central Government departments and agencies, building a robust pipeline to achieve growth targets. Lead on sales excellence, identifying opportunities for improving pre-sales processes, tools, and methodologies to enhance efficiency and effectiveness.

Stakeholder Engagement & Collaboration:

• Build and maintain strong relationships with key government stakeholders, industry partners, and internal teams to position the organisation as a trusted advisor. Collaborate with other teams within KPMG, including delivery, marketing, and technology. Particularly in large scale transformation programmes (typically greater than £2m) where your role will be to lead and augment bid teams.

Thought Leadership:

Actively participate in industry events, conferences, and networking opportunities to build brand visibility and generate new leads by proactively positioning KPMG as a trusted advisor to capitalise on new growth areas

Performance Management:

• Set clear performance goals for your direct business development team to align to the business strategy. Drive business and team success through the implementation and management of this, identifying opportunities for improvement and acceleration. Support this through providing coaching and feedback, and foster a culture of excellence, innovation, and collaboration.

Market Intelligence:

• Conduct market research to identify trends, competitor activity, and emerging opportunities, ensuring the business remains agile and responsive. Align the market opportunity, Microsoft technology and KPMG capability to define relevant market propositions and continually adapt our offering and GTM approach. Own the go-to-market strategy and orchestrate the creation of relevant propositions and assets to drive pipeline. Delivering c compelling content and proposals to potential clients.

Governance and Compliance:

• Ensure all business development activities adhere to internal governance, quality standards, and public sector procurement regulations. Lead on risk processes and model leading practice to the team.

The Person

• Extensive experience in business development sales, with a proven track record of winning and delivering complex deals in the public sector, ideally Central Government. Demonstrative sales experience working in large matrix organisations with senior stakeholders from either large consulting organisations or system integrators to develop pipeline leveraging alliances and strategic partnerships.
• Strong understanding of government procurement processes, frameworks, and compliance requirements.
• Passionate about talking to clients on current technology issues and market direction and seeks collaborative ways of working with both clients, technology alliances and KPMG teams.
• Strategic thinker with creative problem-solving skills and the ability to navigate ambiguity. Exceptional leadership and people management skills, with a proven ability to lead, motivate, and develop high-performing teams.
• Strong strategic planning skills, with the ability to develop and execute innovative sales strategies
• Excellent verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively.
• Deep knowledge of Microsoft technologies and how these align to client challenges in complex digital transformation programmes.
• Flexible and resilient – this team works at a fast pace, so you will be priority focused, detail-conscious, dedicated, and able to work calmly under pressure and be adaptable

Certifications and Education

• Bachelor's degree in business administration, marketing, or equivalent
• Proven experience in sales, with a track record of success in selling Microsoft solutions to the public sector
• Strong understanding of the public sector landscape and the challenges and opportunities faced by government agencies
• Deep knowledge of data analytics and related technologies, including cloud computing, artificial intelligence, and machine learning
• Excellent communication, presentation, and negotiation skills
• Proven leadership ability, with a track record of building and motivating high-performing teams.

Infrastructure Advisory Group (IAG), a part of KPMG Deal Advisory in the UK, consists of c. 400 professionals and is widely recognised as a leading independent business, financial and regulatory adviser in the infrastructure space. The group has won many awards, including Financial Advisor of the Year (Infrastructure Journal) for several years. The group has presence across the UK and is organised on a national basis, operating under a single national cost centre.

We provide in-depth advice on strategic, financial, regulatory and commercial issues driving investments in infrastructure across Transport, Power & Utilities, and Social Infrastructure in the UK and globally. Our work includes market and policy design, economic and regulatory analysis, deal structuring and execution, as well as strategic and transaction advice to enable private and public capital to fund infrastructure. We work closely with other functions within KPMG to advise clients on mergers and acquisitions, valuations, tax, accounting, and due diligence.
Power & Utilities (P&U) is the largest business area of the IAG and encompasses work for major clients in the sector, including all UK utilities as well as some of the largest energy and water companies in Europe and beyond. We provide in-depth strategic and technical advice on strategy and business planning and analysis, corporate finance and corporate financial management, regulatory policy, cost assessment and benchmarking as well as in other areas to help our clients create value for both shareholders and customers. Our work combines elements of policy, finance, strategy and economics to assist our clients in structuring investments, securing financing, supporting regulatory regimes for the benefit of customers as well as maximising shareholder value. We are widely recognised by many industry stakeholders as market leaders influencing the future of the utilities sector.

This area continues to grow and we are looking for a high quality candidate to support our Power & Utilities business with a particular focus on giving strategic advice on the energy transition to our clients in the energy and water sectors premised on net zero.

The Role

• You will have specific responsibilities for contributing towards the team’s energy networks business.
• Working closely with sector and subject matter experts you will have an in-depth understanding of Ofgem’s RIIO price controls and its wider regulatory framework.
• You will build relationships with key clients across the sector, as well as with other advisors.
• The projects that you will advise on will be high profile and varied and would be expected to include advising on regulatory strategy, all the core elements of regulated price controls, regulatory policy developments, including the evolving institutional arrangements within the sector and in support and provision of energy regulation expertise in terms of major transactions.
• There is no ‘typical project’. You will need to apply a structured strategic approach to problem solving, drawing on established economic principles, while having the capacity to think creatively.
• The work will include a combination of report drafting, economic (including quantitative) analysis, and engaging with clients. As a Manager you will be expected to manage projects from conception to completion.

• You will need to be comfortable managing, coaching, and mentoring junior staff on specific projects.
  

The Person
 

• We are looking for someone who is passionate to learn and develop in the sector, while taking personal responsibility for the quality of deliverables produced.
• You will have experience in the utilities sector, in the industry, at a regulato

KPMG’s Major Projects Advisory (MPA) team works with industry-leading organisations, helping to solve some of the biggest challenges in infrastructure. As a true market leader, we boast an impressive client base across the commercial and public sectors, delivering lasting results on projects and programmes which are household names.

We provide clarity to Boards, Executives and SRO’s at major public and private sector organisations regarding the delivery of their projects and programmes. We work on some of the UK’s most strategically important programmes, and across all infrastructure sectors including transport, natural resources, energy, power and utilities, corporates, oil & gas, defence, health, housing & education.

We are looking for passionate individuals to join our Infratech team, part of the KPMG Infrastructure Advisory Group (IAG). IAG is widely recognised as one of the world’s leading independent financial and business advisers in infrastructure consisting of over 400 professionals.