KPMG US
Associate Director, Negotiations & Deal Coaching
KPMG US, Portland, Oregon, United States, 97204
Overview
Associate Director, Negotiations & Deal Coaching — Join KPMG US as part of the Pricing & Commercial Enablement (PCE) team within Clients & Markets. Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) across Advisory, Tax and Audit on 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 influencing business behavior through insights; partner with senior PCE leadership on long-term strategic initiatives and immediate growth priorities. Educate account and pursuit teams in negotiation, pricing and commercial strategies; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair. Contribute to creating training content and serve as lead facilitator of negotiations training for all three Firm functions. Collaborate with global teams 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 degree preferred. Command of interest-based negotiations methodology and professional services pricing models; ability 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 negotiating and pricing professional services; excellent verbal/written communication, collaboration, analytical and presentation skills. Demonstrated leadership with the ability to drive outcomes on complex programs or projects; substantial strategy and influencing skills to partner with internal stakeholders. Ability to execute strategic initiatives for the team while fostering high-performance culture and interfacing with all levels of the organization; ability to build strong professional relationships and influence across the organization. Salary and Benefits
KPMG complies with applicable salary transparency regulations. Salary ranges vary by location and are determined based on factors including skills, responsibilities, experience, degrees, certifications and market considerations. Our Total Rewards package includes medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a broad set of well-being benefits. Eligible employees receive Personal Time Off and observed holidays. Details are available on the KPMG US Careers site under Benefits & How We Work. Equal Opportunity
KPMG LLP and its affiliates and subsidiaries (“KPMG”) are an equal opportunity employer. We recruit on a rolling basis and consider applicants 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 law. Notes
Follow the official job posting for location-specific salary ranges. California salary range: $124,000 – $259,000.
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Associate Director, Negotiations & Deal Coaching — Join KPMG US as part of the Pricing & Commercial Enablement (PCE) team within Clients & Markets. Responsibilities
Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) across Advisory, Tax and Audit on 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 influencing business behavior through insights; partner with senior PCE leadership on long-term strategic initiatives and immediate growth priorities. Educate account and pursuit teams in negotiation, pricing and commercial strategies; negotiate on behalf of the firm occasionally as second chair to KPMG executive first chair. Contribute to creating training content and serve as lead facilitator of negotiations training for all three Firm functions. Collaborate with global teams 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 degree preferred. Command of interest-based negotiations methodology and professional services pricing models; ability 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 negotiating and pricing professional services; excellent verbal/written communication, collaboration, analytical and presentation skills. Demonstrated leadership with the ability to drive outcomes on complex programs or projects; substantial strategy and influencing skills to partner with internal stakeholders. Ability to execute strategic initiatives for the team while fostering high-performance culture and interfacing with all levels of the organization; ability to build strong professional relationships and influence across the organization. Salary and Benefits
KPMG complies with applicable salary transparency regulations. Salary ranges vary by location and are determined based on factors including skills, responsibilities, experience, degrees, certifications and market considerations. Our Total Rewards package includes medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a broad set of well-being benefits. Eligible employees receive Personal Time Off and observed holidays. Details are available on the KPMG US Careers site under Benefits & How We Work. Equal Opportunity
KPMG LLP and its affiliates and subsidiaries (“KPMG”) are an equal opportunity employer. We recruit on a rolling basis and consider applicants 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 law. Notes
Follow the official job posting for location-specific salary ranges. California salary range: $124,000 – $259,000.
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