Regional Integrated Sales Enablement (RISE) Lead

ASPAC Regional Team

Roles in the ASPAC Regional Team play an integral role in helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG Inspires Confidence and Empowers Change for our clients. This role presents an exciting opportunity to build relationships with senior leaders across KPMG firms throughout the Asia Pacific region.

The role

The RISE Hub Lead will be responsible for overseeing the day-to-day operations of the RISE (Regional Integrated Sales Enablement) Hub, dedicated to providing sales support for strategic technology enabled transformation opportunities in the region across the full deal-lifecycle, in addition to improving the sales maturity of local Member Firm sales practices for technology enabled transformation opportunities.

This role is critical to enabling our local Member Firms’ to sell and deliver digital transformation deals (involving Global priority solutions), through the support of our regional capabilities (including pre-sales, business development, solution architecture). The RISE Hub Lead will help raise awareness of the RISE Hub’s capabilities and support Member Firm adoption to bring a whole of KPMG approach to our most strategic client opportunities in the region. This role presents an exciting opportunity to work with senior leaders across KPMG firms throughout both the Asia Pacific region and worldwide, acting as the leading figure for the region in providing sales enablement support to landmark opportunities.

• Oversee the day-to-day operations of the RISE Hub, ensuring roles that exist within the RISE Hub are aligned and working closely to support prioritised Member Firm opportunities and that hand-offs are clearly defined between the RISE Hub, KPMG Delivery Network (KDN), and individual Member Firms
• Ensure close alignment and engagement with the KDN and the ASPAC regional Clients & Markets organisation to provide complimentary support to ASPAC Member Firms
• Lead the development and implementation of sales strategies for major digital transformation opportunities at a regional level, championing the RISE Hub and its services in collaboration with Member Firm leads, global/regional SMEs and KDN resources
• Work with regional member firms and ASPAC Clients & Markets leadership to better define and operationalise KPMG’s regional business development strategy

• Drive continuous improvement in the RISE Hub’s ways of working and how it provides support to ASPAC Member Firms, identifying opportunities to expand the support provided and developing business cases to support the creation/hire of these roles
• Recruit new hires into the RISE Hub in line with the approved budget
• Establish relationships with senior leaders across KPMG firms throughout the Asia Pacific region, to help raise awareness of RISE services, and work to drive adoption by local Member Firm pursuit teams
• Maintain a deep understanding of KPMG's broader service offerings and alliance-based solutions, key sector trends, and client issues and needs to effectively support relevant regional opportunities
• Act as a role model for sales enablement and sales behavior in the region, sharing knowledge of sales and relationship management and promoting best practices to improve the sales maturity of member firms

Deliverables and accountabilities

• Regional pipeline and bookings YTD (year to date)
• Regional opportunity conversion rate YTD (for opportunities supported by RISE)
• Overall sales target YTD (i.e. revenue generated via contribution of RISE services)
• Revenue generated via contribution of RISE services
• Adoption rate of RISE services by member firms and clients
• Qualitative feedback from regional stakeholders

Skills and experience

The successful candidate must be able to operate in a matrix organization, work collaboratively, and influence the actions of partners and staff across the ASPAC region. They will require strong and proven relationship-building skills, combined with resilience, cultural awareness, and diplomacy to achieve successful stakeholder engagement. Previous experience in sales enablement, business development, and/or digital transformation in a professional services or corporate environment is critical.

In addition, the ideal candidate should have:

• A track record of successful sales enablement and business development within complex, global organizations
• Strong leadership skills and experience leading a team across a matrix structure, including the ability to identify and nurture talent, manage performance, and drive results
• Previous experience developing and implementing successful sales strategies for digital transformation solutions in a professional services or corporate environment
• Exceptional strategic thinking and analytical skills, and the ability to identify and pursue new business opportunities in-line with broader company goals and priorities

• An in-depth understanding of key client needs and issues related to digital transformation and their respective industries
• Strong project management skills and the ability to manage multiple projects and priorities
• A growth mindset, with the ability to work under pressure and deliver within set timeframes
• Excellent interpersonal, organizational, and communication (written and verbal) skills, with the ability to engage with senior leaders with confidence
• Strong and proven relationship-building skills, and the ability to collaborate, coordinate, and facilitate work in a team environment
• Cultural awareness and understanding, with previous experience of working across functions and geographies being an advantage
• Ability to collaborate, co-ordinate and facilitate work in a team environment
• Strong understanding of KPMG’s broader services and related solutions / assets

Leadership and behaviours

• Role models purpose-driven and values-led leadership. Consistently demonstrates KPMG values Integrity, Excellence, Courage, Together, For Better
• Inspires by developing and motivating others, being an advocate of inclusion and connecting individuals with a collaborative approach
• Demonstrates a growth mindset by growing self, others and relationships through self-awareness, innovation, and an exceptional client experience
• Makes an impact by driving quality, bringing strategic perspective, and tackling complex decisions by exercising sound, ethical business judgement