Managed Services Director
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KPMG Australia is part of a global network providing extensive services across a wide range of industries and sectors. Our people collaborate, share their expertise and create innovation as we partner with clients to solve complex challenges, empower change, drive disruption and growth.
We look for talented people with the potential to make an extraordinary difference for our clients, our firm and our communities.
KPMG’s Innovation, Solutions & Ventures division ideate, incubate, coordinate and scale new tech-enabled solutions and emerging technology capabilities.
The team combines a diverse skillset across data, intelligent automation, emerging technology, product management and innovation to deliver unique solutions to our clients.
Our culture is characterised by a start-up mentality combined with professional entrepreneurship. Our team is made up of passionate people who want to deliver value to clients in a new context, in which we connect in-depth specialist knowledge with the latest technological possibilities.
We are looking for people who want to take on this challenge with us and are ready to contribute to the growth of the firm.
Reporting to the Partner in Charge of the Managed Services team, this Director level position will lead the establishment of major deal negotiation and supplier management capability within the Managed Services Team.
In this role, you will support and often lead large complex deal sales, solutioning and bidding as well as supporting negotiations with client facing teams, providing creative technical and / or bid solutions to address and solve complex client challenges.
Outside of deals, you will lead the firm’s commercial supplier management activity across our strategic managed services supplier landscape ensuring that all major managed services deals are underpinned by well negotiated effective supplier agreements.
You will also play an important role in supporting the firm’s Alliances team and other aspects of the Innovation, Solutions and Ventures (ISV) team on commercial rigour and helping define how alliance business models can operate to expand the revenues and profitability of the partnership.
As a Managed services Director your role will include being required to :
Identify, qualify, shape and close major services-based sales opportunities (>
$10m+) driven by technology led transformations. In the short term, the majority of such deals will be related to Remediation managed services
Lead the conversation with both clients and internal teams to build and qualify major managed services sales opportunities enabling laser focus on new opportunities and must win deals
Identify key delivery risks arising from managed services opportunities validating and challenging activities to validate that KPMG offers a unique and sustainable sales proposition
Be confident to work at senior executive stakeholder levels, you will be required to deliver succinct messages that can be consumed quickly with internal and external stakeholders
Liaise with legal teams and understanding key T&Cs issues and identifying genuine alternate mechanisms to manage the risk and return equation appropriately for the KPMG practice
Liaise with KPMG partnerships internationally especially in the UK, US and India market places to establish the commercial and technical propositions and how they resonate in the Australian market place
Define, implement and run the managed services team strategy and approach to strategic supplier management, you will be accountable for ensuring our managed services portfolio is underpinned by appropriate supplier contracts and effective supplier governance
Support the firm’s Alliances and other aspects of the Innovation, Solutions and Ventures team on commercial rigour and helping to define how alliance business models can operate to expand the revenues and profitability of the partnership
Drive increased engagement and usage of the firm’s offshore delivery partners, ensuring our major deals are effectively utilising such capabilities to drive improved commercial outcomes
How are you Extraordinary?
At KPMG, we believe diversity of thought, background and unique experience strengthens relationships and delivers meaningful benefits to our people, our clients and communities.
To be considered for this opportunity, your qualifications, skills & experience should include :
A track record of leading client conversations and internal teams in the shaping, winning and closing of large services-based deals
Being degree qualified in a relevant discipline.
Consulting experience across a blend of people, process and technology service elements
A deep understanding and experience with the development of sales pursuit strategies, developing client value propositions, client solution development, commercial and negotiations strategies
Ideally experienced in technology transformation led programs or managed services opportunities, working in collaboration with alliance partners.
You should be comfortable with technical details with a clear capability to identify risks in implementation and delivery.
Strong interpersonal and communications skills that enable and individual to work in a fast moving and highly collaborative culture.
Confidence in working at senior executive stakeholder levels delivering succinct messages that can be consumed quickly with internal and external stakeholders.
Hands on, not solely theoretical, and able to understand the interdependencies between technical solutions, commercial models and financial costing / pricing analysis.
Comfortable liaising with legal teams and understanding key T&Cs issues and identifying genuine alternate mechanisms to manage the risk and return equation appropriately for the KPMG practice
Ideally a strong sales experience which includes deal qualification background supporting qualified pipeline management and well as experience and confidence in deal negotiation and closure.
Strong interpersonal skills and capable of building strong internal and client relationships quickly based on trust.
The KPMG Difference
Our people are focused on creating a diverse and dynamic environment that embraces and values differences. We value the variety of unique experiences, qualities and characteristics our people possess and we share and learn from each other.
We are proud to be consistently recognised as an employer of choice for women, and for our achievements in LGBT+ workplace inclusion.
Our commitment to Flexibility’ allows our people to manage the changing demands of work, personal or family life. Explore the links below to hear our people share their experience KPMG :
Flexibility empowers wellbeing
Flexibility enables contribution to the community
Flexibility inspires technology & innovation
Flexibility supports family
Make KPMG the clear choice for your career and be Extraordinary!