Complex Deal/Solution Sales Lead

About

Associate director-level role responsible for leading KPMG T&I's complex, high-value, multi-workstream deal pursuits from qualification through commercial close. The role covers bid management, commercial structuring, pipeline development and bid capability across Africa. Requires a relevant degree and at least 10 years' technology sales or bid management experience, including 5 years leading complex consulting or systems integration pursuits.

How to apply

Complete the mandatory “Complex Deal / Solution Sales Lead– Candidate’s Summary” link and submit your application to talentrecruit@kpmg.co.ke, quoting ‘Complex Deal / Solution Sales Lead’. The role will be shortlisted on a rolling basis.

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Responsibilities

• Lead the end-to-end pursuit of KPMG T&I's largest and most complex opportunities - managing the bid process from qualification decision through to commercial close.
• Develop and implement winning bid strategies for complex, multi-workstream, multi-market T&I deals - coordinating internal KPMG teams, alliance partners, and subject matter experts.
• Own the commercial structuring of complex deals - pricing models, risk allocation, contractual terms, and alliance subcontracting arrangements.
• Manage the preparation of all major bid documents - proposals, responses to tenders, expressions of interest, and commercial presentations.
• Lead or support KPMG's participation in formal procurement processes (RFPs, tenders, framework competitions) across government and corporate client segments.
• Develop and maintain a pipeline of complex deal opportunities across the T&I portfolio - working with Domain Leads and Alliance Market Leads to identify, qualify, and prioritise pursuits.
• Apply rigorous bid/no-bid discipline - ensuring KPMG only invests bid resources in pursuits with a realistic probability of success and acceptable margin profile.
• Facilitate the T&I deal review process - running regular pipeline reviews with Domain Leads, documenting pursuit status, and tracking conversion rates.
• Develop relationships with target clients and their procurement advisors to position KPMG early in complex procurement processes.
• Build intelligence on competitive landscape for major T&I pursuits and develop differentiated win strategies.
• Develop and maintain KPMG T&I's bid management toolkit - proposal templates, pricing models, qualification frameworks, and win theme development processes.
• Build KPMG T&I's bid capability by coaching Domain Leads, Architecture Leads, and Alliance Market Leads on best-practice pursuit and proposal development.
• Collaborate with Block E (Enablement) to build a library of reusable proposal content, case studies, and CVs for use across multiple bids.
• Track and report bid win rates, average deal size, and bid conversion metrics to the T&I leadership team.

Qualifications

• Relevant degree in Business, Technology, Finance, or a related field.
• Formal bid management or sales certification preferred (e.g., Shipley, Miller Heiman, or equivalent).
• Minimum 10 years of experience in technology sales or bid management, with at least 5 years leading complex deal pursuits in a consulting or systems integration context.
• Proven track record of winning complex technology deals valued at USD 5M+ in African markets.
• Experience managing formal public sector procurement processes (World Bank, AfDB, bilateral donor, government tender) preferred.
• Strong financial modelling capability - experienced building commercial proposals and pricing models for large, complex deals.
• Deal leadership: personally comfortable running complex, high-stakes bid processes under time pressure.
• Commercial acumen: deep understanding of deal structuring, pricing strategy, contractual risk, and margin optimisation.
• Coordination and orchestration: able to manage large, diverse pursuit teams across multiple KPMG service lines and alliance partners.
• Competitive intelligence: understands the competitive landscape for T&I services in African markets and builds differentiated win strategies.
• Bid discipline applies rigorous qualification criteria and does not pursue unwinnable bids - protects KPMG's bid investment.
• Communication: produces high-quality, persuasive written proposals and is an effective presenter in client pitch environments.
• Market Intelligence: Demonstrate commercial awareness with sound knowledge of matters affecting the market.
• Business development entrepreneurial mind-set and ability to identify opportunities and develop high quality proposals.
• Personal effectiveness - Excellent report-writing and presentation skills.