Director - Business Development (Workday)

Overview You’ve got big plans. We have opportunities to match, and we’re committed to empowering you to become a better you, no matter what you do. When you join KPMG you’ll be one of over 219,000 professionals providing audit, tax, advisory and business enablement services across 147 countries. With the support to do things differently, grow personally and professionally and bring your whole self to work, there’s no limit to the impact you can make. Let’s do this. Overview : Would you like to be part of a team that is redefining the Canadian technology landscape? KPMG is leading the next paradigm shift in computing and is looking for Director – Business Development for its Enterprise Solutions group. The role is accountable for growing our Workday Enterprise Solutions practice. This includes developing new customers as well as growing our business with existing clients and account management. What you will do Director – Workday Business Development will be responsible to develop, manage and grow the business in the Canadian Workday practice. These activities will include the following: Wake up every day passionate about achieving sales objectives. Relentless focus on driving revenue growth and increasing KPMG market share in the Workday eco system. Initiating sales calls and contacts; pursuing prospects to secure meetings; winning referrals and exploring sales opportunities. Develop account plans to focus on prospects and clients meeting revenue/order book targets by reviewing key clients, trends, solution deployments, clients and business nuances. Contribute to the development of the regional sales strategies by interacting with the vertical/service line partners within KPMG, Workday sales team, and customer/prospect relationships to identify opportunities. Cultivate relationships with Workday’s team to establish KPMG as a preferred GTM vendor Develop the market and drive business and pipeline development by leveraging branding and marketing activities for KPMG in Canada. Develop case studies, white page analysis, proofs of concept and other thought leadership to present KPMG's differentiated offerings as a strategic fit for client organization Conduct workshops, presentations and executive meetings at client organizations to shape their thinking around a potential opportunity and persuade them to initiate formal buying process. Structure deals for the new clients by engage with the core bid team to structure the solution and the deal. Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings. Interact with client to keep them engaged in the development of the solution and the deal. Lead negotiations on commercial terms for them to ensure revenue flow and profitability. Develop, manage, and leverage relationships to build client connections by identifying key stakeholders/decision makers in targeted client organizations by developing and strengthening relationships with them to become a trusted Technology advisor for them. Interact and engage with the client leadership on solution development and communicate potential benefits (on cost/effort etc.) Provide input to develop competencies and solutions of the technology service line relevant to Alliances. Provide customer and Alliance perspectives for developing new GTM solutions and positioning and presenting the same. Invest time and effort to stay current on evolving Workday solutions, Roadmaps, and selling features. Coordinate Account Management and Sales activities with related Workday account management and leadership. What you bring to the role 10+ years of experience in working in the IT services industry, preferably in a similar role. Strong sales and functional understanding and experience on at least two of following areas - Application Development, Workday (or similar tech platforms), Analytics, Cloud Infrastructure, database technologies, & security solutions. · Demonstrated knowledge of professional services selling and the ability to build and sustain long term relationships with Workday Technology Alliances and clients to drive revenue. · Brings a Client Centricity and service delivery mindset. Able to confidently build a strong rapport with client teams and drive consensus among multiple stakeholders towards focused goal. · Proven success in an individual contributor sales role for a professional services and or technology solution organization. · Proven excellent communication and presentation skills needed to articulate and communicate ideas, views, analysis and recommendations with senior leaders and client CXO stakeholders. (“executive presence”) · Experience in crafting and packaging compelling proposals, presentations, and RFP responses. · Experience developing unique joint value propositions and product strategy within KPMG and Workday. · Excellent judgment and strong problem-solving skills, including the ability to analyze and understand the impact of relevant options · High energy and the flexibility to perform under short time constraints to meet deadlines. · Exceptional self-starter, both team oriented and able to work autonomously. · Expertise in principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. · College Diploma or University Degree, preferably in IT Systems or a related discipline, having an MBA is an asset. · Bilingualism in English and French is preferred. Keys to your success: Outstanding communication skills (oral & written), with the ability to interact confidently with all levels of management Ability to develop and present new ideas and conceptualize new approaches and solutions Proven track record with the types of business development activities and an established network of relevant contacts Learn more about where a career at KPMG can take you. Our Values, The KPMG Way Integrity, we do what is right | Excellence, we never stop learning and improving | Courage, we think and act boldly | Together, we respect each other and draw strength from our differences | For Better, we do what matters KPMG is committed to the health and safety of our people, clients and communities. With this commitment in mind, KPMG complies with all public health mandates (provincially and/or federally, as applicable) and has implemented various safety measures, including a COVID-19 Vaccination Policy. KPMG's COVID 19 Vaccination Policy requires all employees to be fully vaccinated if they wish to or are required to attend a KPMG office and/or other congregate settings in the course of their duties (such as client sites or third-party venues). As this role requires occasional or consistent attendance at a KPMG office and/or congregate setting, the successful candidate must be fully vaccinated (i.e. have received all doses that are recommended by Health Canada, including any boosters) and must provide KPMG with proof of vaccination. KPMG will provide reasonable accommodation if the successful candidate cannot be vaccinated due to grounds protected by human rights legislation in their province of employment. KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice. For general recruitment-related inquiries, please contact the HR Delivery Centre at [email protected]. If you have a question about accessible employment at KPMG, or to begin a confidential conversation about your individual accessibility or accommodation needs through the recruitment process, we encourage you to contact us at [email protected] or phone: 416-777-8002 or toll free 1-888-466-4778.