Sales Enablement Lead

Sofia, Bulgaria (Hybrid)

The world of global advisory, audit and tax compliance services for large multi-nationals is rapidly changing and heavily dependent on technology.    

The KPMG Delivery Network (KDN) is a KPMG special purpose member firm offering a way for clients to leverage KPMG top talent and technology platforms through regional teams of specialists, enabling economies of scale and a new way of working that expands beyond local capability

Together with KDN, KPMG member firms can drive the sales and delivery of global solutions at a competitive price and in a repeatable and consistent manner. As a member of KDN, you’ll be a part of the KPMG family working alongside some of our profession’s most skilled practitioners on rewarding programs and initiatives that are changing the way business operates, delivering value to our clients, and driving positive change in the communities we serve.

You’ll be enabling KDN accelerate new ways of working, using cutting-edge technology and working together with our member firms located in nearly 150 countries to help us achieve our ambition to be the most trusted and trustworthy professional services firm. 

And through your work, you’ll build a global network and unlock opportunities that you may not have thought possible with access to great support, vast resources, and an inclusive, supportive environment to help you reach your full potential.

Role summary :

As the KDN Sales Enablement Lead, you will play a pivotal role in orchestrating high-impact sales pursuits by applying deep consulting services solutions and sales expertise to address a wide range of client requirements, by engaging with KPMG Member Firm stakeholders, and KDN Global Delivery teams to formulate innovative solutions. You will bring proven expertise in sales enablement, pursuit strategy, and proposal development to help shape winning approaches for complex deals. This role is central to equipping client-facing teams with the tools, insights, and strategies needed to win in competitive markets.

This is a strategic role to scale KPMG global delivery services in support of KPMG Member Firms to provide consulting services to clients. You will work closely with senior KPMG Member Firm stakeholders, solution architects, delivery leads and leadership teams to define pursuit strategies, orchestrate bid responses, and ensure the delivery of high-quality proposals that align with client needs and business objectives.

Your Responsibilities :

  • Sales Opportunity Leadership
    • Orchestrate the full sales lifecycle of bid responses, from opportunity qualification through to client submission and, in some cases, involvement in orals.
    • Rapidly triage client proposal requests from KPMG Member Firm teams to identify relevant KDN services and engage relevant teams for proposal support.
    • Engage with Member Firm sales opportunity leads (typically Partners/Directors), KPMG Alliance Partner Directors, and other KPMG functions to effectively qualify sales opportunities for pursuit.
    • Coordinate bid response plans, ensuring alignment with client requirements, internal capabilities, and strategic priorities.
    • Coordinate cross-functional teams—including solution architects, delivery leads, marketing, and legal—to develop cohesive, high-quality proposals.
    • Engage with Member Firm sales opportunity leads to develop and articulate compelling win themes, value propositions, and differentiators tailored to opportunities.
    • Oversee the creation and submission of compliant, persuasive, and visually engaging proposal documents, including demo/orals preparation, content development, pricing, team coaching, and rehearsal facilitation, as required. Track and report on bid progress, risks, and outcomes to senior stakeholders.
  • Sales Enablement & Strategy

    • Define and implement regional sales enablement strategies that drive efficiency and effectiveness across the sales lifecycle.
    • Enable KPMG Member Firms on the KDN services offerings portfolio (existing and new) by:
    • conducting in-country roadshows (as required) to promote KDN adoption
    • conducting virtual enablement sessions to drive awareness of a diverse portfolio of KDN service offerings
    • Understand KPMG Member Firm priorities, needs and opportunity pipeline to increase win rate by direct engagement with key Member Firm leaders
    • Collaborate with stakeholders to align sales messaging, tools, and processes with go-to-market priorities.
    • Drive the execution of local portfolio solution campaigns, marketing initiatives, and client engagement programs.
    • Provide strategic input into deal qualification and pursuit planning.
    • Ensure accurate and timely input of pipeline and deal data across all sales stages.
    • Maintain overall KDN sales pipeline for the region, including managing sales opportunity data and pursuit status.

Required Qualifications : 

  • Technical Knowledge
    • Familiarity with enterprise applications such as SAP, Oracle, Microsoft, Salesforce, ServiceNow, Workday, Cyber, Cloud and Managed Services.
    • Preferred: Proficiency in one or more of the above platforms.
    • Additional beneficial experience: Big 4 or Global SI experience, across multiple industries.
  • Sales & Pursuit Expertise

    • Demonstrated experience leading complex bids and RFP responses in a B2B and SaaS environment.
    • Strong understanding of sales processes, pursuit methodologies, and proposal best practices.
    • Experience working closely with sales executives, marketing teams, and technical stakeholders.
    • Demonstrated experience working with diverse Global Delivery (offshore) teams to develop solutions to meet client requirements.
    • Experience with consulting services commercial/pricing models including Time & materials and Fixed Price contracts.
    • Demonstrated experience with contemporary consulting services methodologies, estimation methods and tools
  •  Communication & Collaboration

    • Exceptional written and verbal communication skills, with the ability to simplify complex ideas for diverse audiences.
    • Strong relationship-building and stakeholder management capabilities.
    • Ability to influence and align cross-functional teams around a shared pursuit strategy.
    • Ability to effectively share leading practice with regional counterparts and ensure global standardization and consistency of processes

What we offer:

  • The chance to work in a top talent team
  • Attractive remuneration
  • Build knowledge in cutting-edge technologies
  • Opportunity for continuous training, learning and certification
  • Experience in an international and multicultural organization
  • Work on challenging projects with clients in various industries around the globe
  • Modern office environment
  • Additional health insurance
  • Life insurance
  • 50+ benefits and services to choose from
  • Hybrid working policy

Sales Enablement Lead

Job description

Sales Enablement Lead

Personal information
Details