Job description:ASPAC Regional Team
Roles in the ASPAC Regional Team play an integral role helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG Inspires Confidence and Empowers Change for our clients. This role presents an exciting opportunity to develop your career through relationships with senior leaders across KPMG firms and clients throughout Asia.
The role
The Oracle Solution Sales Architect will be responsible to identify, propose, progress and win customer engagements based on KPMG methods and Oracle technologies across the ASPAC region. To do this, the successful candidate will work together & local KPMG Firms to create and manage a pipeline of business opportunities with large clients across industries. This high-profile opportunity within KPMG will suit an ambitious individual with strong technical sales and consulting firm experience. You will be playing a crucial role helping win complex engagements and will be integrated in a dynamic team culture offering internal networks and support.
The stakeholders you will need to influence to manage your pipeline include; Your Performance and Development Manager (PDM), Regional Solution Leaders, Regional Sector Heads, Client Lead Partners (CLPs), Tech. Consulting Leaders, Oracle Sales Leaders & Teams, and Alliance team members. In client engagements you will co-ordinate the end-to-end bid processes, acting as a focal point for the solution being proposed between relevant KPMG firms and Oracle.
Business Development (30%):
- Network and engage with member firm CLPs and Client Service Teams (CSTs) to identify strategic regional opportunities
- Work closely with the BDM, Alliances Directors, Alliances Sector Relationship Leads and Alliances GTM Architects in shaping and qualifying opportunities linked to regional priority Alliances
- Engage with Oracle customer architects and alliance teams to win their trust in partnering with KPMG
- Attend regional team calls relevant to priority sectors, service lines and solutions to identify regional support opportunities and share pipeline updates
- Establish an internal network of KPMG partners across the ASPAC region and globally with the aim of facilitating ongoing regional sales efforts
- Develop a working understanding of the firm's wider offerings, key sector trends / client issues and needs, along with competitor positioning to effectively support relevant regional opportunities
- Facilitate internal sales conversations between CLPs and regional support teams, including the KPMG Delivery Network (KDN), as part of deal shaping
- Act as a role model for Business Development and Sales in the region, sharing knowledge of sales and relationship management and promoting best practice
Solution architecture, technical validation and opportunity progression (70%):
- Maintain detailed knowledge of Oracle platforms and how this fits within KPMG go to market including Powered, Connected, Trusted and Evolution.
- Develop quality solutions from KPMG Assets together with Oracle technology. Illustrate and articulate how these are constructed and integrated and their role in solving business problems for clients.
- Together with the Oracle BDM, develop and manage a regional strategic pipeline of opportunities. Support the registration of opportunities with Oracle and their inclusion to the CRM solution in that Firm.
- Help co-ordinate and drive written responses to RFPs for opportunities, where multiple member firm teams are involved.
- Present opportunity updates to the Regional Deals Board (RDB)
- Build assets to improve bid efficiency and likelihood of successful conversion, where possible
- Manage complexity of multi-service line responses
- Identify strengths and weaknesses in bid response and in competitors.
- Co-ordinate bid activities and tasks between relevant CLPs, pursuit team members and other teams including but not limited to: KDN, C&M & Alliances
- Act as a communications conduit between KPMG member firms (where multiple entities are involved in responding to a client opportunity)
- Act with a global mindset to ensure the best of KPMG is engaged to support strategic bid opportunities.
- Build relationships with other regional teams to maintain a good understanding of the latest collateral / resources available to support opportunities
- Engage across the Advisory, Alliances, KPMG Delivery Network (KDN) and Clients & Markets teams to identify and commit appropriate resources to support client pursuits and bid responses
- Drive continuous improvement to identify and address factors contributing to unsuccessful bid responses
Deliverables and accountabilities
Key performance indicators will include:
- Regional pipeline & bookings YTD
- Regional opportunity conversion rate YTD (for opportunities supported)
- Development and maintenance of certification credentials in [Alliance] technology
- Qualitative feedback from regional stakeholders
Skills and experience
The successful candidate must be able to operate in a matrixed organisation, work collaboratively and influence the actions of partners and staff across the ASPAC region. The candidate needs to have strong and proven relationship building skills, combined with resilience, cultural awareness, and diplomacy to achieve stakeholder engagement. The role will be across sector.
- Previous experience working within a professional services or corporate environment
- Previous experience with in working within the Oracle ecosystem and strong, demonstrated experience with the Applications portfolios.
- Experience in working across sector verticals
- A strong track record within technical sales, with understanding of professional services markets an advantage
- Solution Architecture experience beneficial
- A growth mindset. Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- Strong and proven relationship building skills, able to engage with senior leaders with confidence
