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Head of Dynamics 365 Sales - EMEA Region

Date: Nov 20, 2020

Location: London, United Kingdom

Company: KPMG UK

The Role Purpose


Reporting to the MBS International and EMEA Managing Director, this role builds credibility and cultivates ‘trusted-partner’ relationships with the wider KPMG International member Firm community. Responsible for driving utilisation for KPMG Microsoft Business Solutions (MBS) as the go-to place for all Microsoft near and offshore skills in EMEA and beyond. Providing trusted advisor expertise with member firms around their strategic approach to fulfilling their clients business and technology needs. Creates and progresses opportunities for MBS in the International market by leveraging a hybrid skillset of business development, pre-sales, technical excellence and delivery experience. Advocates innovation both within the firm and with clients and takes a role in developing team members to their full potential as well as promoting collaboration across teams.

You are confident in working along with others to win in client situations and deliver sustainable outcomes. Able to create deep relationships with Microsoft across EMEA and the ability to bring new opportunities to closure in partnership with Microsoft are a must.

A track record of growing and developing a business in a hyper growth situation and leading and developing a small team in the highly challenging environment that this growth creates whilst still delivering profitability expectations is fundamental.

Role Responsibilities


Market Development – Leadership


- Owns the development and execution of a demand generation strategy for key markets to drive pipeline and sales to agreed KPI’s
- Responsible for the generation of pipeline and execution of sales for the International organisation, managing a team of ‘peers’
- Works with KPMG teams to create integrated propositions to meet the needs of specific industries or clients to build pipeline
- Effectively manages relationships with international member firms and commercial pursuits, to ensure successful execution and to proliferate long-term relationship development capital for MBS
Business Development – Execution


- Owns and cultivates senior stakeholder relationships within key strategically important KPMG members firms across EMEA
- Owns and manages key relationships within the KPMG partner network to drive pipeline from within the firms’ client base
- Owns and manages the relationship with key Microsoft stakeholders to develop co-selling opportunities
- Passionately promotes the Microsoft Business Solutions brand within international, to ensure that:
- MBS are the Microsoft practice with greatest mind share across KPMG globally
- Commercial proposals of international member firms include MBS resources from the Malta delivery centre
- The MBS International team’s competency, learnings, and methods are in demand across EMEA and team members are invited to influence and co-sell opportunities with local KPMG member firms to improve pipeline conversion
- Leads and augments bid teams for proposals for large scale transformation programmes (typically greater than €2m+)
- Supports the negotiation of contracts and ensures compliance with KPMG Microsoft Business Solutions policy
- Facilitates the engagement of senior EMEA Microsoft executives to provide sponsorship for opportunity qualification and advocacy of KPMG at the local country level
- Supports the development of the capability to identify, ideate, and harvest solutions and assets for key vertical markets and client needs to generate an opportunity pipeline
Sales Team/Operational Leadership


- Work with the Managing Director and leadership group to develop and execute the strategy and three-year business plan, constantly providing critical challenge and strategic mindset.
- Leads a small team including performance management, talent development and nurtures junior members of the team to cultivate highly motivated sales and delivery professionals to deliver the international growth strategy
- Fosters a culture of excellence, innovation, collaboration and knowledge sharing within the international team to develop leading-practice capabilities and cross functional understanding
- Design and implement key operational processes and ensure the team have the right cadence around internal meetings, effective ways of working and escalation and resolution of issues
- Manage operational performance – short, medium, long term – including headcount/ capacity planning
- Drive the financial performance of the International BU through preparation of robust budgets; quarterly re-forecasting; monitoring actual performance group reporting)
- Foster a performance metrics led culture with clear focus on driving accountability across the team and development and monitoring of KPIs/ metrics
- Drive commerciality within the International BU, by focussing on value add, profitability and effective management of risk
- Provide constructive challenge and input into key decisions eg qualification of opportunities and pricing
- Drives alignment with MBS Group – point person to roll out groupwide initiatives and act as the International BU voice with the MBS Group
Knowledge and Skills:


- Working knowledge of Microsoft technology (particularly Dynamics 365, Office 365 and Azure)
- Highly experienced working in partnership with technology partnerships to develop business systems or cloud-based technology propositions to meet client needs
- Can develop a demand generation strategy for a Microsoft solution sales team and lead the team to successful execution
- Proven track record having led technology centric transformation deals with values in excess of £5m and led the development of solutions, consulting offerings and assets to drive repeatable sales
- Extensive sales experience working in large matrix organisations across multiple countries and with senior stakeholders from either large consulting organisations or system integrators to develop pipeline. Additionally having an understanding of the Partnership based operating model
- Has an extensive Microsoft network at sales level
- Is able to lead the sales interlock with delivery teams to ensure profitable growth in partnership
- Passionate about talking to clients on current technology issues and market direction and seeks collaborative ways of working with both clients and KPMG teams
- Creative problem solving ability whilst working in ambiguous situations and understands the bigger strategic picture – agile in approach
- Proactively engages in cross-functional communications and sharing of information. Forward thinking – anticipate what might happen, actively ensuring others are pre-prepared for likely outcomes.
- Resourceful, well organised with a track record of multitasking. 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


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