Associate Director – Data & AI Go‑to‑Market (Strategic Pursuits)

 

About the Team

KPMG’s Data and AI practice sits at the centre of our technology-enabled transformation agenda, helping organisations unlock value from data, modern platforms, and emerging AI capabilities. Working closely with our Ignition sales organisation, alliances, and delivery teams, we shape and deliver high-impact solutions that address complex business challenges across government and industry.

Our team brings together deep technical capability, commercial acumen, and sector insight to deliver both proprietary KPMG solutions—such as data migration and agentic AI offerings—and bespoke, client‑specific transformations. We operate in a collaborative, inclusive environment that values diverse perspectives, disciplined execution, and meaningful client impact.

Your Opportunity

As a Sales Lead – Data and AI, you will play a pivotal role in originating, shaping, and advancing large, complex, technology‑enabled opportunities. With a strong focus on early client engagement and pipeline‑led capture, you will position KPMG strongly before formal procurement, improving win quality and conversion into high‑value deals.

This role suits a proactive opportunity hunter with strong commercial judgement, the confidence to engage at executive level, and the discipline to lead complex pursuits through structured governance. You will work closely with Client Lead Partners, Client Service Teams, alliances, and solution leaders to influence client thinking, shape demand, and drive sustainable growth across priority accounts.

Key Responsibilities

Pipeline Origination and Demand Generation

• Proactively originate and grow a qualified pipeline through targeted market engagement, outbound activity, alliance channels, and strategic account pursuits.
• Build and mobilise trusted relationships with Client Lead Partners, Client Service Teams, alliance partners, and internal stakeholders to surface and progress high‑value opportunities.
• Develop and execute penetration strategies for priority clients and target accounts, increasing senior‑level access and generating demand ahead of formal procurement.
• Apply market insight, client intelligence, and sector trends to identify buying signals, whitespace opportunities, and priority capture targets.

Opportunity Shaping and Qualification

• Lead early opportunity shaping to influence client thinking and position KPMG strongly prior to RFP or procurement initiation.
• Own and maintain robust capture plans, including account intelligence, stakeholder mapping, win themes, action plans, and pursuit timelines.
• Develop and lead pursuit strategy, covering competitive positioning, partner alignment, client engagement approach, and overall capture direction.
• Lead bid / no‑bid assessments with clear, documented rationale aligned to strategic fit, qualification outcomes, and risk considerations.
• Collaborate with solution, commercial, and delivery stakeholders to shape opportunity direction pre‑RFP, including requirements influence, scope framing, and deal positioning.
• Ensure opportunities are review‑ready for governance and stage gates, providing clear decision support and high‑quality inputs.
• Maintain end‑to‑end ownership from origination through qualification, pursuit mobilisation, and governance approval.

Client Engagement, Negotiation and Conversion

• Build trusted relationships with senior client stakeholders through credible, insight‑led engagement and a strong understanding of client priorities.
• Maintain pursuit momentum across priority opportunities by coordinating internal stakeholders and focusing on actions that progress the deal.
• Support later‑stage pursuits in partnership with Commercial Leads and bid teams, addressing barriers, maintaining alignment, and strengthening win outcomes.
• Provide continuity from pursuit through deal close and handover, supporting a smooth transition into delivery and preserving client confidence.

Leadership and Sales Discipline

• Provide clear direction to pursuit teams, ensuring focus on client value, disciplined execution, and measurable progress.
• Contribute to strategic pipeline and forecast reviews with clear insight on opportunity maturity, growth potential, and conversion priorities.
• Promote a high‑performance capture culture centred on accountability, proactive pipeline creation, governance discipline, and quality outcomes.

Experience

• Demonstrated experience originating, shaping, and winning complex transformation, platform, or technology‑enabled opportunities.
• Strong capture and pursuit leadership capability, including opportunity qualification, competitive positioning, and deal progression.
• Proven ability to engage senior client stakeholders and influence buying decisions through credible, insight‑driven conversations.
• Strong understanding of market dynamics, alliance‑led growth models, and differentiated positioning to improve win quality.
• Experience mobilising cross‑functional teams and driving disciplined execution across complex pursuits and governance forums.
• Exposure to data platforms, data migration, AI or advanced analytics solutions is highly regarded.

• Relevant tertiary qualification in business, technology, engineering, or a related discipline.
• Professional certifications in sales, consulting, technology, or program leadership are advantageous but not essential.

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.

KPMG Australia: grow with us!