Assistant Director - Account & Relationship Development - Technology Consulting Firm

Description:

About the job

Company Description

Hiring for our leading international Consulting firm

Job Description:

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

MBA and BE in IT or equivalent