KPMG US
Associate Director, Negotiations & Deal Coaching
KPMG US, Baltimore, Maryland, United States, 21276
Overview
Join to apply for the
Associate Director, Negotiations & Deal Coaching
role at
KPMG US . KPMG is currently seeking an
Associate Director, Negotiations & Deal Coaching
to join our
Pricing & Commercial Enablement (PCE)
team in our
Clients & Markets
organization. Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) of all three functions (Advisory, Tax and Audit) on the subject of negotiation and pricing strategies; facilitate workshops to PMDs on negotiation and pricing strategy Support senior coaches with strategy, deal configuration, financial modeling and client negotiations of risk/reward (value-based) and creative pricing / billing modeling Contribute to multi-channel thought leadership that influences superior business behavior through cutting edge insights and proven approaches; partner with senior PCE 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; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair 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 twelve years of recent experience in the professional services industry serving clients or supporting client service with at least ten 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 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 a complex program or project, requiring limited guidance for most decision making; substantial strategy and influencing skills to effectively partner with internal stakeholders Able to play a key execution role in strategic initiatives for the team while fostering development of high-performance culture and interfacing with all levels of the organization Salary and Benefits
KPMG LLP and its affiliates and subsidiaries (”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, KPMG is proud to offer a comprehensive, competitive 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 KPMG publishes a calendar of holidays to be observed during the year and provides eligible employees two 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=5269_9_25 California Salary Range: $124000 - $259000 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. Seniority level
Mid-Senior level Employment type
Full-time Job function
General Business
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Join to apply for the
Associate Director, Negotiations & Deal Coaching
role at
KPMG US . KPMG is currently seeking an
Associate Director, Negotiations & Deal Coaching
to join our
Pricing & Commercial Enablement (PCE)
team in our
Clients & Markets
organization. Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) of all three functions (Advisory, Tax and Audit) on the subject of negotiation and pricing strategies; facilitate workshops to PMDs on negotiation and pricing strategy Support senior coaches with strategy, deal configuration, financial modeling and client negotiations of risk/reward (value-based) and creative pricing / billing modeling Contribute to multi-channel thought leadership that influences superior business behavior through cutting edge insights and proven approaches; partner with senior PCE 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; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair 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 twelve years of recent experience in the professional services industry serving clients or supporting client service with at least ten 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 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 a complex program or project, requiring limited guidance for most decision making; substantial strategy and influencing skills to effectively partner with internal stakeholders Able to play a key execution role in strategic initiatives for the team while fostering development of high-performance culture and interfacing with all levels of the organization Salary and Benefits
KPMG LLP and its affiliates and subsidiaries (”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, KPMG is proud to offer a comprehensive, competitive 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 KPMG publishes a calendar of holidays to be observed during the year and provides eligible employees two 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=5269_9_25 California Salary Range: $124000 - $259000 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. Seniority level
Mid-Senior level Employment type
Full-time Job function
General Business
#J-18808-Ljbffr