Salesforce Commercial Director

Job Description

About the Role

KPMG Australia is experiencing an exciting period of growth, and we're looking for a dynamic and experienced Salesforce Commercial Director to join our team in either Melbourne or Sydney. This role offers the opportunity to work across diverse industries, collaborate with internal teams and Salesforce, and help shape innovative solutions for our clients.

Role Purpose

The Salesforce Commercial Director plays a pivotal role in expanding KPMG's Salesforce practice across Australia. You will lead strategic sales initiatives, manage key client relationships, and drive the development of tailored Salesforce solutions across critical sectors. This role is central to our go-to-market strategy and will work closely with Sales Directors, the Salesforce Alliance Director, and Delivery Directors.

Key Responsibilities

Sales Cycle Management

• Pre-Sales: Define and articulate service scope for each opportunity.
• Bid Management: Lead cross-functional teams to develop profitable and deliverable deal structures.
• Account Management: Collaborate with internal and Salesforce account executives to develop pursuit plans aligned with KPMG offerings.

Effective Engagement

• Internal Collaboration: Coordinate with internal stakeholders across service lines.
• Salesforce Partnership: Co-create solutions with Salesforce team members.
• Client Interaction: Present and communicate proposed solutions to clients.

Sales Strategy

• Deliver and maintain the Salesforce Go-To-Market (GTM) strategy.
• Own and update GTM Pre-Sales frameworks and content libraries (e.g., proposals, SoW templates).
• Ensure compliance with KPMG CRM and legal processes during bids.
• Contribute to operational practices for Pre-Sales and Delivery teams.

Day-to-Day Sales Operations

• Stakeholder Management: Engage with internal teams, Salesforce, and clients to understand business and technical needs.
• Project Management: Align cross-functional teams and manage timelines in fast-paced environments.
• Salesforce Solutioning: Analyse RFx documents and client briefs to design profitable, deliverable solutions.
• Strategic Pricing: Develop commercial models and team structures aligned with client budgets.
• RFx Engagement: Respond to RFx documents and present solutions through compelling presentations and demos.

Experience

• Proven experience in Salesforce solutioning and commercial strategy.
• Strong background in managing complex sales cycles and bid processes.
• Demonstrated ability to lead cross-functional teams and engage with senior stakeholders.
• Experience working with Salesforce teams and navigating alliance partnerships.

Qualifications

• Relevant tertiary qualifications in Business, Technology, or a related field.
• Salesforce certifications or equivalent experience highly regarded.
• Exceptional written and verbal communication skills, including proficiency in creating impactful presentations.

Additional Information

All your information will be kept confidential according to EEO guidelines.

KPMG is a professional services firm with global outreach and deep sector experience. We work with clients across an array of industries to solve complex challenges, steer change and enable growth.

Our people are what make KPMG the thriving workplace that it is and what sets us apart is that we know great minds think differently. Collaborate with a team of passionate, highly skilled professionals who've got your back. You'll build relationships with unique and diverse colleagues who will provide you with the support you need to be your best and produce meaningful and impactful work in an inclusive, equitable culture.

At KPMG, you'll take control over how you work. We're embracing a new way of working in many ways, from offering flexible hours and locations to generous paid parental leave and career breaks. Our people enjoy a variety of exciting perks, including retail discounts, health and wellbeing initiatives, learning and growth opportunities, salary packaging options and more.

Diverse candidates have diverse needs. During your recruitment journey, information will be provided about adjustment requests. If you require additional support before submitting your application, please contact the Talent Attraction Support Team.

At KPMG every career is different, and we look forward to seeing how you grow with us.