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Private Enterprise (KPE) Consulting Architect Director - UK Wide

Date: May 9, 2021

Location: London, United Kingdom

Company: KPMG UK

Private Enterprise (KPE) Consulting Architect Director


The KPMG Private Enterprise (KPE) market is increasingly competitive, and KPMG is committed to enabling and empowering its people to win new business effectively and efficiently. KPE Consulting has targeted double digit growth in FY21 and beyond, as has the KPE coverage more widely.

To achieve double digit growth we must grow the volume and connectedness (i.e. multi-service line) of what we do and bring incremental business into KPE Consulting. This is in conjunction with wanting to

bring a wider set of skills and experiences from our Consulting kitbag to help clients address their issues and their opportunities and build longer term stickier client relationships.

As a result, there is a need to have broader and more thematic discussions with internal and external stakeholders about what Consulting can offer which will be done via this Consulting Architect role. This Role is focused on bringing the best people, the best capabilities and best propositions to our clients.

Furthermore, there is a need for enhanced mechanisms to improve our understanding of the KPE market so that we can update our propositions accordingly.

Winning will require strong processes and controls to be established, as well as exceptional interpersonal relationship skills and sales techniques. We need to develop relationships, sales channels and products/propositions which meet the market need. As an Architect you will be expected to create the opportunities, help convert them, and sell in the right skills from across Consulting.

Role Summary

A Consulting Architect:

Represents all of Consulting as a first responder to join, interpret and triage very early stage and thematic conversations about client issues.

Efficiently translates client issues into multi service line Consulting opportunities that transform and create value for our clients.

Will be dedicated to working closely alongside our Go-To-Market(GTM) channels and will provide the skills and capacity needed to consistently focus, respond and successfully deliver on our Go-To-Market approach.

Will be Consulting’s ‘eyes and ears’ for what is happening in the KPE marketplace including feedback on how our propositions are landing.

Role Detail

You will:

Need to develop and maintain your core knowledge of Consulting products, their relevance and applicability to the KPE market, new product developments, and wider Consulting trends.

Build effective sales networks and relationships internally and in turn these should lead to external introductions.

Play a strategic lead role in the development of the Architect team and help manage other team members, including Senior Managers.

Lead your domain(s) (i.e. the GTM channels to which the role is assigned e.g. Sales Crews, Regional/OSP, Family Business, Tax Top 100, etc.) to ensure that relevant Consulting solutions and our messages ‘get across’ to our stakeholders and targets. This includes, for example, engagement with the following:

OSP Clients and Growth networks

Local initiatives e.g. Leaders’ Circles

Target lists and segmentation thereof,

with particular emphasis on those accounts where Consulting opportunities should be present, and those where there is the greatest prospect for general Service Line Penetration increase

Actions tracking and follow-up activity

Monitoring supply and demand trends and performance

A lead Consulting representative for scenarios where a client problem or solution is unknown (or both)

Lead the design and implementation of sales material and the design and delivery of successful Sales & Marketing deployment.

As part of the sales process the Consulting Architect will also help develop compelling sales materials (point of views, demos, prototypes etc.) to support BD activity

- Lead client facing discussions that include:

- Engage in Identification (M1) “There is something we need to fix, accomplish or avoid” conversations. Note: this is to pre-empt and develop M2, an Architect is not meant to be a client relationship builder

- Engage in Exploration (M2) “How do we solve the problem” conversations.

- Assist in pre-integrating and defining the overall design approach.

- Assist in shaping the delivery as required – for some client situations, where the answer is a point solution, the Consulting Architect may not be required beyond the initial sales. In other situations, where the solution is complex involving multiple service lines, the Consulting Architect will be required either fulltime or part-time to assist throughout delivery and potential sell-on. The role sits within a flexible framework to best suit the client situation and sales/delivery requirement.

- Hand-off to service lines where appropriate.

Provide feedback to Connected Business leads on relevancy of propositions and gaps we might have.

Note: our aim is to progressively standardise propositions, which should see the role of the Consulting Architect evolve in line with this aspiration where the Consulting Architect will play a key role in shaping these propositions.

Escalate risks, issues and critical dependencies to the appropriate leaders as required to ensure the successful delivery of client projects.

Success will be measured via:


Volume of client meetings held

Volume of opportunities generated (target of £4.5m)

Service line penetration of opportunities generated

KPE Coverage Partner and Director feedback

Consulting Partner and Director feedback

Fully understanding our markets and identifying where to play

Indirect i.e. the Architect is not directly responsible for these; however, successful performance will improve these outcomes.

Volume, size and complexity of work won

Converted opportunities (target of £2m)

Note: This role does not have a utilisation or delivery target.

The Person

Note: We are not necessarily looking for individuals who will be ready to be Architects from Day 1; we are keen to receive applications from people who have the foundations and core skills to grow into the Architect role, when complimented with the right training, shadowing and support.

Must demonstrate a ‘growth mindset’ e.g.

Comfortable with ambiguity and uncertainty

Situation awareness

A greater sense or preparedness

Grow with people – eliminate hierarchy and foster greater intimacy through relationships they grow

Seek to eliminate mediocrity and complacency

Break down silos

Have a strong presence with colleagues and clients

Must demonstrate an ability to engage with a broad range of clients from PE Partners to founder-CEOs of KPE businesses, and have genuine, business-led conversations outside one’s area of expertise

Must demonstrate the need to be able to understand the business problems that an individual or business is having and be able to have broad ranging conversations about why, how and what can be done to help them

Must demonstrate a history of successful selling of a diverse array of products and services, being able to repeat sell, grow a client and be tenacious in chasing opportunities

Should have strong facilitation skills in a virtual and real-world environment

Should have a deep understand of how to use varying consulting methods and approaches within different client environments

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