Director, Pursuits - Federal Government

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The objective of the position is to:

KPMG seeks a very experienced senior-level professional to lead and manage KPMG’s Centre of Excellence established for the Canadian Federal Government subaccounts.

The successful candidate will work directly with the Lead Partner for the Federal Government, Business Development Leads, the Ottawa Office Managing Partner, account teams, and marketing colleagues to help grow this Diamond account.

• Lead KPMG’s federal government bid and proposal team, guiding pursuit strategy, proposal excellence, and competitive positioning to secure high-value public sector opportunities
• Work closely with Business Development (Sales) and Account Management teams to support federal account planning, pursuit strategy development, and client relationships
• Work closely with Practice Partners to identify federal opportunities to leverage all existing contracts and Supply Arrangements and Standing Offers, and other methods of supply (THS, PROservices, Sole Source)
• Lead or facilitate bid/no-bid discussions to make sure that business lines pursue the right opportunities, recognizing the critical match between opportunity, capacity, and skill set
• Innovate and continuously improve proposal lifecycle processes using existing and emerging technologies.
• Correspond with procurement officers of various methods of supply daily
• Attend and contribute to relevant industry sessions
• Ensure proposal managers execute professional leadership to manage the end-to-end federal proposal process
• Attend kickoff meetings; ensure that the required Partner(s) and team leads are present and accountable for the pursuit plan
• Ensure and facilitate interaction with KPMG’s Legal Counsel, Risk Management, and Contract Security
• Ensure pursuit teams develop and maintain proposal development schedules and milestones to ensure all internal and external deadlines are met
• Monitor and report on pursuit teams’ proposal progress
• Review draft bid documents to ensure compliance and maximum scores on technical requirements
• Support the financial bid to ensure inherent budget / supply arrangement / procurement vehicle constraints, and competitive aspects
• Schedule and participate in debriefs with procurement; leverage as Lessons Learned
• Guide proposal managers to assist with the submission of requirements related to Task Authorizations
• Provide occasional training to help service lines pursue and manage federal contracts
• Occasionally lead pursuits
• Maintain and further develop collateral and templates specific to federal account
• Data analysis and reporting related to wins, revenue, etc.
• Work with other areas of practice in Marketing (i.e. Graphics, Research, Function & Industry Marketing, etc.) to achieve proposal objectives
• Ensure compliance with KPMG Brand and Regulatory requirements

Skills and Qualifications

• Experience managing a team of Proposal Managers for Canadian Federal Government pursuits.
• Federal government clearance or ability to receive a federal government clearance (10 + years living in Canada, clean criminal record)
• Knowledge of general lines of business and core offerings of professional services / management consulting firms
• Experience crafting key procurement questions, knowledge of contract vehicles, providing advice and guidance to the business, engaging with government procurement officials,
• Strong and persuasive leadership skills; able to motivate others to perform
• Executive written and oral communication skills
• Performance management / team leadership capabilities
• Demonstrably collaborative, effective team player, strong interpersonal skills
• Well-developed analytical ability and decision-making proficiency
• Extremely capable of working effectively within deadlines and short-time frames
• Established relationship-building and development skills – with internal and external clients
• Experience and knowledge of procurement processes across industry (Federal, Provincial, Municipal, Private Sector)
• University Degree or College Diploma in an area related to writing, technical writing, or English is considered an asset
• Ability to communicate in both Official Languages will be considered a strong asset

Required Experience

• At least five (5) years of dedicated experience in the development, management and authoring of content for proposals for the Canadian Federal Government
• Demonstrated experience in the leadership, development and production of at least five (5) complex, large scale proposals for the Canadian Federal Government
• Extensive knowledge of Canadian Federal Government procurement processes and policies, including knowledge and familiarity of the SACC Manual
• Strong proficiency with MS Office tools (Word, Excel, PowerPoint, Outlook and MS 365 platforms (Teams), and SharePoint)
• Previous experience in a Business Development role for the Canadian Federal Government will be considered a strong asset

Integrity , we do what is right |  Excellence , we never stop learning and improving |  Courage , we think and act boldly | Together , we respect each other and draw strength from our differences |  For Better , we do what matters

KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice.

Adjustments and accommodations throughout the recruitment process

At KPMG, we are committed to fostering an inclusive recruitment process where all candidates can be themselves and excel. We aim to provide a positive experience and are prepared to offer adjustments or accommodations to help you perform at your best. Adjustments (informal requests), such as extra preparation time or the option for micro breaks during interviews, and accommodations (formal requests), such as accessible communication supports or technology aids, are tailored to individual needs and role requirements. You will have an opportunity to request an adjustment or accommodation at any point throughout the recruitment process. If you require support, please contact KPMG’s Employee Relations Service team by calling View phone number on careers.kpmg.ca.

AI Usage

We embrace the use of artificial intelligence (AI) to enhance the candidate experience and streamline our recruitment processes. AI tools may help with organizing applications or surfacing relevant qualifications. However, no hiring decisions are made using AI. Every hiring decision is made by our hiring managers and recruitment professionals, who are equipped with training that empowers them to use these tools responsibly. AI technologies used in our recruitment process undergo detailed risk assessments, including security and privacy requirements, that align with KPMG’s Trusted AI framework.

We believe technology should empower human judgment, not replace it. It’s one of the many ways we’re delivering on our vision of being a technology-first, people-driven firm.