Manager/ Senior Manager -Business Development (HRMS)

At PwC, our goal is to ensure organisations are ready to build trust in the marketplace through a prepared workforce. PwC's community of solvers combines extensive strategic knowledge with practical implementation experience to help businesses and their people thrive amid uncertainty. Our Payroll team collaborates closely to unleash the full potential of an organisation's people, building market trust and delivering sustained outcomes.
A career with our Payroll team offers you the opportunity to guide organisations in strategically planning their future HR needs while addressing immediate HR challenges. We integrate HR functions and technology capabilities to facilitate organisational transformation, offering flexible solutions tailored to specific client requirements.
Joining us means becoming a key member of a team dedicated to helping businesses modernise HR operations through Work Smartly HRMS. You will help clients understand, adopt and maximise HRMS solutions that automate and optimise HR processes, enhance employee connectivity and support a tech-enabled, human-centric workforce experience.
Your role
We are seeking a driven Sales Manager/Senior Manager to lead business development and sales activities for PwC's Work Smartly HRMS. This role is pivotal in building a qualified pipeline, converting opportunities, strengthening client relationships and positioning Work Smartly HRMS as a practical, scalable HR technology solution for organisations. You will work closely with the product and implementation colleagues to understand client needs, shape compelling proposals and support sustainable revenue growth.
Key accountabilities
1. Sales Strategy and Pipeline Development:
Develop and execute sales plans to identify target market segments, priority accounts and growth opportunities for Work Smartly HRMS.
Build, manage and maintain a healthy sales pipeline through prospecting, referrals, networking, campaigns and cross-functional collaboration.
2. Lead Generation and Opportunity Management:
Qualify leads, understand client requirements and progress opportunities through the full sales cycle from initial engagement to proposal and closure.
Prepare and deliver persuasive product presentations, demonstrations and solution narratives that clearly communicate the value of Work Smartly HRMS.
Coordinate with marketing and internal stakeholders to support campaigns, events and client outreach initiatives that generate demand.
Maintain disciplined opportunity tracking, timely follow-ups and accurate updates in sales reporting tools.
3. Client Relationship Management:
Build trusted relationships with prospects, clients and key stakeholders by understanding their HR challenges, decision drivers and desired outcomes.
Act as a consultative partner to clients, translating business needs into practical HRMS solution options and implementation considerations.
4. Proposal, Commercial and Contract Support:
Support proposal development, commercial discussions and internal approvals, ensuring solutions are positioned clearly and aligned to client requirements.
5. Collaboration and Communication:
Collaborate with product, implementation, payroll, tax, finance and human capital colleagues to align sales pursuits with delivery capabilities and business priorities.
Share client feedback and market insights with internal teams to refine product positioning, pricing, demos and go-to-market activities.
6. Market Intelligence and Positioning:
Monitor HR technology, payroll, workforce transformation and HRMS market trends to identify opportunities and strengthen competitive positioning.
Represent Work Smartly HRMS professionally in client meetings, conferences, webinars and market-facing discussions.
7. Sales Performance and Reporting:
Track, analyse and report on sales activity, pipeline movement, conversion rates, revenue forecasts and key performance indicators.
8. Risk and Issue Management:
Identify potential commercial, delivery or client expectation risks early, and work with relevant stakeholders to address them appropriately.
9. Coaching and Knowledge Sharing:
Provide guidance, feedback and practical support to junior team members involved in sales support, proposal preparation or client engagement activities.
Key working relationships and stakeholders
Peers with payroll, technology and client support teams
Prospects and clients
PwC employees including colleagues in Tax, Finance, Human Capital, Marketing and Product/Implementation teams
Required skills, experience and qualifications
Bachelor's degree in Business, Marketing, Human Resources, Communications, Technology or a related field.
At least 5 years experience in the HR, HCM, payroll, SaaS, technology or professional services industry.
Proven experience in B2B sales, business development, account management or solution selling, preferably in HR technology, payroll, SaaS or professional services.
Strong ability to manage the sales cycle, build relationships, qualify opportunities, develop proposals and communicate commercial value clearly.
Familiarity with HRMS, payroll systems, employee self-service platforms or related workforce technology solutions.
Understanding of HR operations, payroll processes, employee experience and digital transformation trends is an advantage.
Excellent analytical skills, commercial judgement and attention to detail.
Strong communication, negotiation, presentation and stakeholder management abilities.
Consultative, proactive and results-oriented mindset with the ability to translate client needs into clear solution positioning.
Proficiency in pipeline management, forecasting and coordinating multiple opportunities or workstreams.
Tools and Technologies:
Familiarity with CRM or pipeline management tools, Microsoft Office applications, virtual meeting platforms and sales reporting dashboards.
Experience with HRMS, payroll, SaaS platforms, marketing automation or proposal management tools is a plus.