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Director - Business Development (Risk Managed Services)

Overview Overview You’ve got big plans. We have opportunities to match, and we’re committed to empowering you to become a better you, no matter what you do. When you join KPMG you’ll be one of over 219,000 professionals providing audit, tax, advisory and business enablement services across 147 countries. With the support to do things differently, grow personally and professionally and bring your whole self to work, there’s no limit to the impact you can make. Let’s do this. Overview of the opportunity: Would you like to be part of a team that is redefining the IT industry? KPMG is leading the next paradigm shift in computing and is looking for Director - Business Development (Risk Managed Services) for its Risk Consulting group. The role is accountable for new business and revenue from clients related to Managed Services engagements. The role is responsible for growing and developing opportunities through direct sales and customer relationship management. What you will do Director - Business Development (Risk Managed Services) will be responsible to develop, manage and grow the business in the Managed Services Business Unit by acquiring new clients/ logos. Develop account plan to focus on client acquisition and meeting revenue/order book targets by reviewing key clients, trends, solution deployments, client and business nuances. Contribute to the development of the sales strategy for Managed Services by interacting with the vertical/service line partners within KPMG to identify opportunities. Incorporate and drive key KPMG initiatives and priorities in the Canada Managed Services space such as KYC/CDD, AML (Financial Crime Managed Services), Risk as a Service, and Cyber Managed Security Services etc. Develop the market and drive business and pipeline development by leveraging branding and marketing activities for KPMG in Canada. Develop case studies, white page analysis, proofs of concept and other thought leadership to present KPMG's differentiated offerings as a strategic fit for client organization Conduct workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity and persuade them to initiate formal buying process Structure deals for the new clients by engage with the core bid team to structure the solution and the deal. Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings. Interact with client to keep them engaged in the development of the solution and the deal. Lead negotiations on commercial terms for them to ensure revenue flow and profitability. Develop, manage and leverage relationships to build client connect by identifying key stakeholders/ decision makers in targeted client organization by developing and strengthening relationships with them to become a trusted IT advisor for them. Interact and engage with the client leadership on solution development and communicate potential benefits (on cost/ efforts etc.) Provide inputs to develop competencies and solutions of the technology service line relevant to Managed Services. Provide customer perspectives for developing new GTM solutions and positioning and presenting the same. What you bring to the role 15+ years of experience in working in the IT services or Risk Advisory industry, preferably in a similar role. Strong sales and functional understanding and experience on at least two of following areas - “Software as a Service” Development, Managed services, Analytics, Risk Advisory (Anti-Money Laundering, Model Risk, Financial Risk etc.) & security solutions. Knowledge of business and management principles involved in strategic planning, sales, marketing, and stakeholder management. Expertise in principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. Must be able to foster strong Customer, Analyst and Advisor relationships. Must have Client Centricity and service delivery mindset. Able to confidently build a strong rapport with client teams and drive consensus among multiple stakeholders towards focused goal. College Diploma or University Degree, preferably in IT Systems or a related discipline, having an MBA is an asset. Must have excellent communication and presentation skills needed to articulate and communicate ideas, views, analysis and recommendations with senior leaders and client CXO stakeholders. Our Values, The KPMG Way Integrity, we do what is right | Excellence, we never stop learning and improving | Courage, we think and act boldly | Together, we respect each other and draw strength from our differences | For Better, we do what matters KPMG is committed to the health and safety of our people, clients and communities. With this commitment in mind, KPMG complies with all public health mandates (provincially and/or federally, as applicable) and has implemented various safety measures, including a COVID-19 Vaccination Policy. KPMG's COVID 19 Vaccination Policy requires all employees to be fully vaccinated if they wish to or are required to attend a KPMG office and/or other congregate settings in the course of their duties (such as client sites or third-party venues). As this role requires occasional or consistent attendance at a KPMG office and/or congregate setting, the successful candidate must be fully vaccinated (i.e. have received all doses that are recommended by Health Canada, including any boosters) and must provide KPMG with proof of vaccination. KPMG will provide reasonable accommodation if the successful candidate cannot be vaccinated due to grounds protected by human rights legislation in their province of employment. KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice. For general recruitment-related inquiries, please contact the HR Delivery Centre at cafmcdnhrsthotline@kpmg.ca. If you have a question about accessible employment at KPMG, or to begin a confidential conversation about your individual accessibility or accommodation needs through the recruitment process, we encourage you to contact us at cafmcdnhrsthotline@kpmg.ca or phone: 416-777-8002 or toll free 1-888-466-4778.15+ years of experience in working in the IT services or Risk Advisory industry, preferably in a similar role. Strong sales and functional understanding and experience on at least two of following areas - “Software as a Service” Development, Managed services, Analytics, Risk Advisory (Anti-Money Laundering, Model Risk, Financial Risk etc.) & security solutions. Knowledge of business and management principles involved in strategic planning, sales, marketing, and stakeholder management. Expertise in principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. Must be able to foster strong Customer, Analyst and Advisor relationships. Must have Client Centricity and service delivery mindset. Able to confidently build a strong rapport with client teams and drive consensus among multiple stakeholders towards focused goal. College Diploma or University Degree, preferably in IT Systems or a related discipline, having an MBA is an asset. Must have excellent communication and presentation skills needed to articulate and communicate ideas, views, analysis and recommendations with senior leaders and client CXO stakeholders.Director - Business Development (Risk Managed Services) will be responsible to develop, manage and grow the business in the Managed Services Business Unit by acquiring new clients/ logos. Develop account plan to focus on client acquisition and meeting revenue/order book targets by reviewing key clients, trends, solution deployments, client and business nuances. Contribute to the development of the sales strategy for Managed Services by interacting with the vertical/service line partners within KPMG to identify opportunities. Incorporate and drive key KPMG initiatives and priorities in the Canada Managed Services space such as KYC/CDD, AML (Financial Crime Managed Services), Risk as a Service, and Cyber Managed Security Services etc. Develop the market and drive business and pipeline development by leveraging branding and marketing activities for KPMG in Canada. Develop case studies, white page analysis, proofs of concept and other thought leadership to present KPMG's differentiated offerings as a strategic fit for client organization Conduct workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity and persuade them to initiate formal buying process Structure deals for the new clients by engage with the core bid team to structure the solution and the deal. Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings. Interact with client to keep them engaged in the development of the solution and the deal. Lead negotiations on commercial terms for them to ensure revenue flow and profitability. Develop, manage and leverage relationships to build client connect by identifying key stakeholders/ decision makers in targeted client organization by developing and strengthening relationships with them to become a trusted IT advisor for them. Interact and engage with the client leadership on solution development and communicate potential benefits (on cost/ efforts etc.) Provide inputs to develop competencies and solutions of the technology service line relevant to Managed Services. Provide customer perspectives for developing new GTM solutions and positioning and presenting the same.
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Requirements

Level of education

undetermined

Diploma

In progress

Work experience (years)

undetermined

Written languages

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Spoken languages

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