Director, Negotiations, Strategy

Known for being a great place to work and build a career, KPMG provides audit, tax and advisory services for organizations in today's most important industries. Our growth is driven by delivering real results for our clients. It's also enabled by our culture, which encourages individual development, embraces an inclusive environment, rewards innovative excellence and supports our communities. With qualities like those, it's no wonder we're consistently ranked among the best companies to work for by Fortune Magazine, Consulting Magazine, Seramount, Fair360 and others. If you're as passionate about your future as we are, join our team.

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 (PMDs)) 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
• 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

KPMG complies with all local/state regulations regarding displaying salary ranges. If required, the ranges displayed below or via the URL below are specifically for those potential hires who will work in the location(s) listed. Any offered salary is determined based on relevant factors such as applicant's skills, job responsibilities, prior relevant experience, certain degrees and certifications and market considerations. In addition, the firm is proud to offer a comprehensive, competitive benefits package, with options designed to help you make the best decisions for yourself, your family, and your lifestyle. Available benefits are based on eligibility. Our Total Rewards package includes a variety of 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; one is at year end and the other is around the July 4th holiday. Additional details about our benefits can be found towards the bottom of our KPMG US Careers site at "Benefits & How We Work".
Follow this link to obtain salary ranges by city outside of CA:

https://kpmg.com/us/en/how-we-work/pay-transparency.html/?id=5013_9_25
California Salary Range: $155000 - $311000

KPMG LLP (the U.S. member firm of KPMG International) offers a comprehensive compensation and benefits package. 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 applicable federal, state or local laws. The attached link contains further information regarding the firm's compliance with federal, state and local recruitment and hiring laws. No phone calls or agencies please.

KPMG does not currently require partners or employees to be fully vaccinated or test negative for COVID-19 in order to go to KPMG offices, client sites or KPMG events, except when mandated by federal, state or local law. In some circumstances, clients also may require proof of vaccination or testing (e.g., to go to the client site).

KPMG recruits on a rolling basis. Candidates are considered as they apply, until the opportunity is filled. Candidates are encouraged to apply expeditiously to any role(s) for which they are qualified that is also of interest to them.

Los Angeles County applicants: Material job duties for this position are listed above. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness, and safeguard business operations and company reputation. Pursuant to the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers, Fair Chance Initiative for Hiring Ordinance, and San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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