Sales Response Lead

Job description

The KPMG Infrastructure, Government & Healthcare (IGH) business is growing and because of investment in a new and strategic business unit we are now looking for sales leaders who can contribute to our ongoing success in this sector by positioning KPMG as a technology transformation partner to our clients. This role will be at the forefront of leading client and industry relevant responses to requirements in the market which align to KPMG’s capabilities to deliver digital resilience, risk and cyber solutions, Cloud transformation programmes, data, analytics, and sustainability propositions.

We’re seeking talented, motivated people who have the energy and drive to succeed in a dynamic and challenging environment, and who have a passion for public services and delivering meaningful outcomes in society. In return we are offering a role which has an upward career trajectory in a growing team which will contribute significantly to KPMG’s success in this sector – winning share, earning the trust of our clients, accessing new and innovative parts of the market and growing KPMG’s reputation across government as a strategic partner.

Primarily aligned to our priority sectors in IGH, you will take responsibility for a sales pipeline to drive revenue by successfully winning public sector bids / tenders. As a sales professional in public sector, you will bring experience of digital transformation, technology and procurement processes meaning that you’re able to lead a sales process and bid response from qualification through to close.

Skills and qualifications

You will be able to demonstrate:

• Experience of leading bid / tender responses – especially those with a digital and technology component – through storyboards, win themes and written responses to client requirements
• A good understanding of the government policy agenda, especially across Central Government & Defence
• Bid writing success and significant experience in crafting winning proposals which are relevant to the industry and to specific clients
• Knowledge of public sector procurement and commercial routes to market, e.g. relevant frameworks (competitive and direct award)
• Evidence of quota achievement and winning new work with clients across your current portfolio
• Evidence of working within a matrix organisation across multi-disciplinary teams and knowledge and experience of managing multiple component parts to create a bid response

Now is a hugely exciting time to be part of the UK government digital agenda. In November 2023 Cabinet Office launched its new Government Digital and Data brand to attract top technology talent. KPMG is uniquely positioned in this market with its investments in technology, underpinning everything we do. A career here means stretching your skills and honing your expertise by solving complex problems as part of a collaborative, results-driven and supportive team. Whether we're helping our clients to reduce their costs, make better decisions, improve efficiencies, or deploy the latest technologies, we bring together broad specialisms and talents to deliver robust, connected solutions.

This a high impact role that directly supports the UK’s Defence and Security Enterprise.  The role will be subject to Ministry of Defence (MoD) and UK Government public sector governance and controls.  Due to the nature of the work, it is essential that applicants are able and willing to undergo security clearance processes, if they do not already hold a valid UK government clearance.

Stakeholder Interaction & challenges

Essential to success will be your ability to interact and build trusted working relationships with Partners, Directors, and Senior Managers from around the business to source insight into client requirements which in turn will inform KPMG’s winning bid responses. You will lead many of these interactions, especially at the beginning of the bid response phase to assimilate the required inputs so that win themes and propositions can be developed and articulated. You will effectively communicate points of view and evidence that shape decision making.

Impact, Risk, Accountability & Governance

The impact that you will have on the IGH business will be significant. We have a well described three-year growth plan and this role will contribute to the revenue growth that we have set out over this period. More importantly, as the government market continues to adopt digital technologies and innovates faster to solve some of its biggest challenges, you’ll be part of ensuring that KPMG is successfully positioned as a strategic partner in this space.

Essential experience

• Proven track record of delivering high quality bid responses which result in new client work sold
• A strong understanding of sales methodologies and how these can be adapted to client challenges in the Central Government and Defence sectors
• Sales acumen including development of proposal storyboards, win themes, impactful bid response writing and development of commercial models
• A track record of developing trusted relationships
• Experience of developing propositions which relate to technology and digital transformation programmes and the ability to articulate them in a written, and compelling manner
• Technology experience from major vendors like Microsoft, Oracle, AWS, ServiceNow, Salesforce, Google (desirable)

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