Complex Deal / Solution Sales Lead - Africa

Academic/ Professional qualifications and Experience:

• 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.
  

Complex Deal Pursuit Leadership (55%)

• 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.
  

Pipeline Development and Qualification (30%)

• 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.
  

Bid Infrastructure and Capability (15%)

• 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.