Job Summary
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. This role provides the bid management, commercial structuring, and pursuit leadership discipline that KPMG T&I requires to pursue and win large deals without compromising delivery quality or margin. The Complex Deal Lead works across all alliance relationships and domain areas - acting as the pursuit coordinator for opportunities that require multiple KPMG capability blocks, alliance partner involvement, and formal bid processes.
Base location
Your location will be determined based on your location. Our main hubs are located in Johannesburg, Lagos and Nairobi.
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 only invests bid resources in pursuits with a 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 for use across multiple bids.
- Track and report bid win rates, average deal size, and bid conversion metrics to the T&I leadership team.
Requirements
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:
- Demonstrate and articulate KPMG values as well as proven capability in:
- 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: understands the competitive landscape for T&I services in African markets and builds differentiated win strategies.
- Bid discipline applies rigorous qualification criteria and does not pursue unwinnable bids - protects KPMG's bid investment.
- Communication: produces high-quality, persuasive written proposals and is an effective presenter in client pitch environments
- Market Intelligence: Demonstrate 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 & management skills.
- Performance management - Be a performance manager to the team in line with performance management guidelines.
- Risk management-lead in ensuring full compliance with KPMG quality & risk management requirements
- Capacity building - Takes a lead in building capability of team to future proof workforce and full utilization of existing workforce.
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