KPMG US
Overview
KPMG is currently seeking a Director, Negotiations & Deal Coaching to join our Growth and Strategy organization. Known for being a great place to work and build a career, KPMG provides audit, tax and advisory services for organizations in today's most important industries. Our growth is driven by delivering real results for our clients. It's enabled by our culture, which encourages individual development, embraces an inclusive environment, rewards innovative excellence and supports our communities. If you're as passionate about your future as we are, join our team.
Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors (PMDs)) of all three functions (Advisory, Tax and Audit) about negotiation and pricing strategies; negotiate on behalf of the firm in limited capacity as second chair to KPMG executive; facilitate workshops to PMDs on negotiation and pricing strategy
Lead the strategy, deal configuration, financial modeling and client negotiations of risk/reward (value-based) and creative pricing / billing modeling
Develop/edit multi-channel thought leadership that influences superior business behavior through cutting edge insights and proven approaches; partner with senior leadership on long-term strategic initiatives as well as immediate growth priorities
Educate account and pursuit teams in negotiation, pricing and commercial strategies that yield results that meet/exceed firm expectations
Contribute to creating training content and be lead facilitator of negotiations training for all three Firm functions
Collaborate with global team and member firms on commercial contracting, training, pricing strategies and thought leadership; create and sharpen methodologies, curricula and tools in negotiation, pricing, and commercial strategy
Qualifications
Minimum fifteen years of recent experience in the professional services industry serving clients or supporting client service with a minimum of twelve years of negotiations experience; direct client leadership and deal delivery experience preferred
Bachelor's degree from an accredited college or university; Master's from an accredited college or university is preferred or equivalent work experience
Comprehensive command of interest-based negotiations methodology and professional services pricing models; able to participate in development of resource plans and structures to influence organizational priorities
Strong executive presence, presentation skills and credibility to coach, teach, and advise senior executives and sales teams on how to negotiate and price professional services as well as remediate troubled client relationships; excellent verbal/written communication, collaboration, analytical and presentation skills to lead an environment driven by customer service and teamwork
Demonstrated leader, with proven ability to drive outcomes on multiple complex programs or projects, requiring limited guidance for most decision making; exceptional strategy and influencing skills to effectively partner with internal stakeholders
Able to set and execute strategic initiatives for the team while fostering development of high-performance culture and interfacing with all levels of the organization; capable of building strong professional relationships with ability to influence all levels across the organization
KPMG complies with all local/state regulations regarding displaying salary ranges. If required, the ranges displayed below or via the URL below are specifically for those potential hires who will work in the location(s) listed. Any offered salary is determined based on relevant factors such as applicant's skills, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations. In addition, the firm is proud to offer a comprehensive benefits package, with options designed to help you make the best decisions for yourself, your family, and your lifestyle. Available benefits are based on eligibility. Our Total Rewards package includes a variety of medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a robust suite of personal well-being benefits to support your mental health. Depending on job classification, standard work hours, and years of service, KPMG provides Personal Time Off per fiscal year. Additionally, each year the firm publishes a calendar of holidays to be observed during the year and provides two firmwide breaks each year where employees will not be required to use Personal Time Off; one is at year end and the other is around the July 4th holiday. Additional details about our benefits can be found towards the bottom of our KPMG US Careers site at Benefits & How We Work.
Follow this link to obtain salary ranges by city outside of CA: https://kpmg.com/us/en/how-we-work/pay-transparency.html/?id=5013_9_25
California Salary Range: $155000 - $311000
KPMG LLP (the U.S. member firm of KPMG International) offers a comprehensive compensation and benefits package. KPMG is an equal opportunity employer. KPMG complies with all applicable federal, state and local laws regarding recruitment and hiring. All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable federal, state or local laws. No phone calls or agencies please.
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Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors (PMDs)) of all three functions (Advisory, Tax and Audit) about negotiation and pricing strategies; negotiate on behalf of the firm in limited capacity as second chair to KPMG executive; facilitate workshops to PMDs on negotiation and pricing strategy
Lead the strategy, deal configuration, financial modeling and client negotiations of risk/reward (value-based) and creative pricing / billing modeling
Develop/edit multi-channel thought leadership that influences superior business behavior through cutting edge insights and proven approaches; partner with senior leadership on long-term strategic initiatives as well as immediate growth priorities
Educate account and pursuit teams in negotiation, pricing and commercial strategies that yield results that meet/exceed firm expectations
Contribute to creating training content and be lead facilitator of negotiations training for all three Firm functions
Collaborate with global team and member firms on commercial contracting, training, pricing strategies and thought leadership; create and sharpen methodologies, curricula and tools in negotiation, pricing, and commercial strategy
Qualifications
Minimum fifteen years of recent experience in the professional services industry serving clients or supporting client service with a minimum of twelve years of negotiations experience; direct client leadership and deal delivery experience preferred
Bachelor's degree from an accredited college or university; Master's from an accredited college or university is preferred or equivalent work experience
Comprehensive command of interest-based negotiations methodology and professional services pricing models; able to participate in development of resource plans and structures to influence organizational priorities
Strong executive presence, presentation skills and credibility to coach, teach, and advise senior executives and sales teams on how to negotiate and price professional services as well as remediate troubled client relationships; excellent verbal/written communication, collaboration, analytical and presentation skills to lead an environment driven by customer service and teamwork
Demonstrated leader, with proven ability to drive outcomes on multiple complex programs or projects, requiring limited guidance for most decision making; exceptional strategy and influencing skills to effectively partner with internal stakeholders
Able to set and execute strategic initiatives for the team while fostering development of high-performance culture and interfacing with all levels of the organization; capable of building strong professional relationships with ability to influence all levels across the organization
KPMG complies with all local/state regulations regarding displaying salary ranges. If required, the ranges displayed below or via the URL below are specifically for those potential hires who will work in the location(s) listed. Any offered salary is determined based on relevant factors such as applicant's skills, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations. In addition, the firm is proud to offer a comprehensive benefits package, with options designed to help you make the best decisions for yourself, your family, and your lifestyle. Available benefits are based on eligibility. Our Total Rewards package includes a variety of medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a robust suite of personal well-being benefits to support your mental health. Depending on job classification, standard work hours, and years of service, KPMG provides Personal Time Off per fiscal year. Additionally, each year the firm publishes a calendar of holidays to be observed during the year and provides two firmwide breaks each year where employees will not be required to use Personal Time Off; one is at year end and the other is around the July 4th holiday. Additional details about our benefits can be found towards the bottom of our KPMG US Careers site at Benefits & How We Work.
Follow this link to obtain salary ranges by city outside of CA: https://kpmg.com/us/en/how-we-work/pay-transparency.html/?id=5013_9_25
California Salary Range: $155000 - $311000
KPMG LLP (the U.S. member firm of KPMG International) offers a comprehensive compensation and benefits package. KPMG is an equal opportunity employer. KPMG complies with all applicable federal, state and local laws regarding recruitment and hiring. All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable federal, state or local laws. No phone calls or agencies please.
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