Complex Deal / Solution Sales Lead

KPMG South Africa; Johannesburg; Vor Ort; ZAR 1.000.000 - 1.500.000; Vollzeit

Benefits dieser Stelle

Opportunity for international travel

Continuous learning and development

Exposure to multi-disciplinary client service teams

Zusammenfassung

KPMG South Africa is seeking a Complex Deal / Solution Sales Lead to manage high-value, multi-workstream deal pursuits. The Associate Director will orchestrate KPMG T&I's most complex bid processes, ensuring quality delivery and margin while facilitating collaboration among teams and partners.

The ideal candidate has at least 10 years of technology sales experience, with a solid history of leading successful complex bids valued at USD 5M+. This role offers opportunities for international travel and continuous professional growth.

Qualifikationen

• Minimum 10 years of experience in technology sales or bid management.
• At least 5 years leading complex deal pursuits in consulting contexts.
• Proven track record of winning complex technology deals valued at USD 5M+.

Aufgaben

• Lead the end-to-end pursuit of KPMG T&I's largest opportunities.
• Develop winning bid strategies and manage bid process.
• Maintain pipeline of complex deal opportunities across the T&I portfolio.

Kenntnisse

Leadership in complex deal environments

Commercial acumen

Financial modelling

Bid management expertise

Communication and presentation skills

Ausbildung

Relevant degree in Business, Technology, Finance, or related field

Formal bid management or sales certification

Jobbeschreibung

Position Summary

The Complex Deal / Solution Sales Lead is an Associate Director-level role responsible for orchestrating KPMG T&I's most complex, high-value, multi-workstream deal pursuits from initial qualification through to commercial close. The role provides bid management, commercial structuring, and pursuit leadership discipline needed to pursue and win large deals while ensuring delivery quality and margin. The Lead works across all alliance relationships and domain areas, coordinating internal KPMG teams, alliance partners, and subject matter experts for opportunities requiring multiple KPMG capability blocks.

Key Roles and Responsibilities

• Complex Deal Pursuit Leadership (55%)
  • Lead the end-to-end pursuit of KPMG T&I's largest and most complex opportunities, managing the bid process from qualification decision through to commercial close.
  • Develop and implement winning bid strategies for complex, multi-workstream, multi-market T&I deals, coordinating internal KPMG teams, alliance partners, and subject matter experts.
  • Own the commercial structuring of complex deals – pricing models, risk allocation, contractual terms, and alliance subcontracting arrangements.
  • Manage the preparation of all major bid documents – proposals, responses to tenders, expressions of interest, and commercial presentations.
  • Lead or support KPMG's participation in formal procurement processes (RFPs, tenders, framework competitions) across government and corporate client segments.
• Pipeline Development and Qualification (30%)
  • Develop and maintain a pipeline of complex deal opportunities across the T&I portfolio, working with Domain Leads and Alliance Market Leads to identify, qualify, and prioritise pursuits.
  • Apply rigorous bid/no-bid discipline – ensuring KPMG invests bid resources only in pursuits with realistic probability of success and acceptable margin profile.
  • Facilitate the T&I deal review process – running regular pipeline reviews with Domain Leads, documenting pursuit status, and tracking conversion rates.
  • Develop relationships with target clients and their procurement advisors to position KPMG early in complex procurement processes.
  • Build intelligence on competitive landscape for major T&I pursuits and develop differentiated win strategies.
• Bid Infrastructure and Capability (15%)
  • Develop and maintain KPMG T&I's bid management toolkit – proposal templates, pricing models, qualification frameworks, and win theme development processes.
  • Build KPMG T&I's bid capability by coaching Domain Leads, Architecture Leads, and Alliance Market Leads on best-practice pursuit and proposal development.
  • Collaborate with Block E (Enablement) to build a library of reusable proposal content, case studies, and CVs across multiple bids.
  • Track and report bid win rates, average deal size, and bid conversion metrics to the T&I leadership team.

Academic / Professional Qualifications and Experience

• Relevant degree in Business, Technology, Finance, or a related field.
• Formal bid management or sales certification preferred (e.g., Shipley, Miller Heiman, or equivalent).
• Minimum 10 years of experience in technology sales or bid management, with at least 5 years leading complex deal pursuits in a consulting or systems integration context.
• Proven track record of winning complex technology deals valued at USD 5M+ in African markets.
• Experience managing formal public sector procurement processes (World Bank, AfDB, bilateral donor, government tender) preferred.
• Strong financial modelling capability – experienced building commercial proposals and pricing models for large, complex deals.

Technical Competencies & Personal Attributes

• Deal leadership: personally comfortable running complex, high-stakes bid processes under time pressure.
• Commercial acumen: deep understanding of deal structuring, pricing strategy, contractual risk, and margin optimisation.
• Coordination and orchestration: able to manage large, diverse pursuit teams across multiple KPMG service lines and alliance partners.
• Competitive intelligence: builds differentiated win strategies and is knowledgeable of the competitive landscape for T&I services in African markets.
• Bid discipline: applies rigorous qualification criteria and does not pursue unwinnable bids.
• Communication: produces high-quality, persuasive written proposals and presents effectively in client pitch environments.
• Market intelligence: demonstrates commercial awareness with sound knowledge of matters affecting the market.
• Business development entrepreneurial mind-set and ability to identify opportunities and develop high-quality proposals.
• Personal effectiveness – excellent report-writing and presentation skills.
• People management – leadership and management skills.
• Performance management – manages team performance in line with guidelines.
• Risk management – ensures full compliance with KPMG quality & risk management requirements.
• Capacity building – leads capability building of the team for future workforce utilization.

Benefits

• An exciting opportunity to work with a Big 4 firm on cutting-edge clients across Africa.
• Continuous learning and development.
• Exposure to multi-disciplinary client service teams.
• Unrivalled space to grow and be innovative.
• Opportunity for international travel.