Job Description

Overview

KPMG is currently seeking a Director, Negotiations & Deal Coaching to join our Growth and Strategy organization.

Responsibilities

• Coach client-facing leaders and Firm leadership (Partners, MDs, Directors) 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

Equity and Compliance

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 law. No phone calls or agencies please.

We recruit on a rolling basis. Candidates are considered as they apply, until the opportunity is filled. Los Angeles County Fair Chance Act and related ordinances may apply where applicable. Details about benefits and total rewards are provided on the KPMG US Careers site.

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