Director, Negotiations Strategy and Coaching

24 hours ago

Washington, Washington, D.C., United States KPMG Full time
Job Title: Director, Negotiations Strategy and Coaching

KPMG is seeking a seasoned professional to lead our Negotiations Strategy and Coaching team. As a Director, you will be responsible for coaching client-facing leaders, pursuit teams, and firm leadership on negotiation, pricing, and commercial strategies.

Key Responsibilities:
  • Coach client-facing leaders, pursuit teams, and firm leadership on negotiation, pricing, and commercial strategies.
  • Negotiate on behalf of the firm in limited capacity as second chair to KPMG executive.
  • Oversee the strategy, deal configuration, financial modeling, and client negotiations of risk/reward (value-based) and creative pricing/billing modeling.
  • Create and sharpen methodologies, curricula, and tools in negotiation, pricing, and commercial strategy; lead facilitator of negotiations and pricing training for all three firm functions.
  • Develop and 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.
  • Collaborate with global team and member firms on commercial contracting, training, pricing strategies, and thought leadership.
Requirements:
  • Minimum fifteen years of recent experience in the professional services industry serving clients or supporting client service with at least twelve years of negotiations experience; preferably direct client leadership and deal delivery experience.
  • Bachelor's degree from an accredited college or university; Master's degree from an accredited college or university preferred.
  • 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, facilitate, and advise senior executives and sales teams on how to negotiate and price professional services as well as remediate troubled client relationships; capable of building strong professional relationships with ability to influence all levels across the organization.
  • Demonstrate leadership, with proven ability to drive outcomes on multiple complex programs or projects, requiring limited guidance for most decision making; possess 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.
  • Excellent verbal and written communication, collaboration, analytical, and presentation skills to lead an environment driven by customer service and teamwork.
What We Offer:

KPMG offers a comprehensive compensation and benefits package, including 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 the firm publishes a calendar of holidays to be observed during the year and provides two firmwide breaks each year where employees will not be required to use Personal Time Off.

KPMG is an affirmative action-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.

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