About this role
KPMG provides multidisciplinary services from audit and tax to advisory, with a strong focus on serving our clients’ needs and their industries. Not only do we have an overriding commitment to provide the highest quality services for our clients, but we also strive to become a responsible corporate citizen that has a positive impact on our environment and community. At KPMG, you’ll translate insights into action and reveal opportunities for all—our teams, our clients and our world. We are seeking an experienced Global Deal Desk Leader to play a critical role in driving the commercial success of our organization. The Global Deal Desk is a commercial and proposal support function designed to help member firms deliver competitive and innovative Managed Services proposals to our clients. The ideal candidate will have a proven track record of supporting complex, large and multi-jurisdiction bids. Experience in developing and maintaining estimation models (pricing, costing and financial metrics), performing financial analysis, leading the commercial team, working hand in hand with solution architects, and managing the proposal production team is essential. With deep expertise in outsourcing and managed services, and preferably operational delivery, you and your team will advise on the commercial aspects of our bids. Proven ability to collaborate cross-functionally is essential.
• Run the day-to-day Global Deals Desk operations • Lead, coach and manage Global Deal Desk staff • Support the commercial strategy for multi-year managed services deals • Standardize costing, pricing and contracting process • Provide commercial and strategic guidance to the client partner • Provide input on sales strategy, RFP response and bid response • Run the deal intake / qualification process for approved deals • Coordinate deal coaching sessions • Develop and maintain robust pricing and costing models • Lead the pricing, costing, and contracting efforts working closely with client partners as well as legal and risk management functions • Lead the proposal production and RFI/RFP response efforts, in collaboration with lead partner • Provide standard contractual documentation for bids (T&C’s, SOW’s and SLAs), • Collaborate closely with the client delivery, legal, risk, and tax teams to ensure commercial alignment and compliance • Gather win / loss metrics and pricing metrics, building a pricing metrics database • Contribute to the development of commercial policies, processes, and tools to drive operational excellence and commercial rigor across the organization • Identify operational efficiencies and automation to enhance effectiveness of Global Deal Desk • Run training in commercial and pricing matters on request
• Extensive experience (10+ years) in a pursuits leadership role, preferably within a large technology services or professional services organization.
• Proven track record of successfully structuring and negotiating high-value, complex commercial deals, including pricing, costing, and contract terms.
• Hands-on experience in technology and/or operations, with the ability to understand and communicate the technical and operational aspects of client engagements.
• Strong financial acumen, with the ability to develop and analyze pricing and costing models.
• Excellent negotiation, communication, and relationship-building skills, with the ability to work effectively cross-functionally.
• Familiarity with legal and regulatory frameworks governing commercial agreements, particularly in the technology and professional services industries.
• Bachelor's degree in a relevant field (e.g., business, finance, engineering); advanced degree or professional certification (e.g., MBA, CIMA, CPA) is preferred.