Position Summary
The Alliance Market Lead – ServiceNow, an Associate Director-level position, is tasked with transforming KPMG’s ServiceNow Elite Partner status into a sustainable and expanding pipeline of signed, revenue-generating engagements across Africa. This role oversees the commercial relationship with ServiceNow, cultivates joint pipeline opportunities, tailors complex ServiceNow-led prospects into KPMG solutions, and spearheads the bid-to-close process for all deals originating from the ServiceNow alliance. The Alliance Market Lead bears direct accountability for ServiceNow alliance-attributed revenue upon maturity and serves as KPMG’s primary commercial liaison with ServiceNow’s partner organization.
Key responsibilities and duties include overseeing and coordinating team activities to ensure project success, managing stakeholder communications, and delivering high-quality results within specified timelines. Additionally, the position requires collaboration with cross-functional departments to align objectives, conducting regular progress assessments, and implementing process improvements to enhance efficiency. Strong leadership, problem-solving capabilities, and the ability to adapt to changing priorities are essential, along with proficiency in relevant tools and technologies. The role may also involve budget oversight, risk management, and reporting to senior leadership on key performance metrics.
ServiceNow Alliance Pipeline Development entails dedicating 50% of the role’s effort to fostering and enhancing strategic partnerships.
Drive the expansion and strategic development of KPMG’s partnership with ServiceNow across the African market, ensuring a continuously updated and rigorously vetted pipeline of opportunities that align with and exceed personal revenue goals by a factor of 3 to 5.
Foster and sustain strong partnerships with ServiceNow’s partner sales representatives, solution consultants, industry leaders, and alliance managers throughout African markets.
Engage actively as KPMG’s principal commercial delegate at ServiceNow partner forums, Knowledge conferences, and collaborative account planning sessions to strengthen strategic alliances and drive commercial growth.
Leverage opportunities led by ServiceNow to strategically position KPMG for successful implementations across Sec Ops, IRM, ITSM, HR Service Delivery, and Customer Service Management.
Collaborate with ServiceNow to craft joint go-to-market strategies, capitalizing on KPMG’s Elite Partner standing and unique delivery competencies.
Shape and finalize transactions while driving commercial conversion efforts, accounting for 35% of responsibilities.
Transform intricate ServiceNow initiatives into profitable KPMG offerings by collaborating with the ServiceNow Architecture Lead (Block B) to guarantee solutions are both technically robust and feasible.
Spearhead the creation of proposals, design commercial frameworks, and oversee bid management for opportunities originating from the ServiceNow alliance.
Oversee the complete bid-to-close workflow, collaborating with KPMG’s pursuit team, the ServiceNow deal desk, and client stakeholders throughout each stage of the process.
Ensure seamless transitions between pipeline and delivery phases by transferring signed engagements to the delivery team, complete with a well-defined scope, budget, delivery model, and a structured alliance support plan.
Oversee the precise forecasting of pipeline developments and the monitoring of conversion rates, providing critical insights to the T&I leadership team.
Partner Governance and Relationship Management (15%) encompasses strategic oversight of high-value partnerships, ensuring alignment with organizational objectives through meticulous governance frameworks. This role involves cultivating and maintaining executive-level relationships, monitoring performance metrics, and mitigating risks to enhance collaboration and drive mutual growth. Responsibilities include negotiating partnership terms, conducting regular reviews, and fostering transparency to uphold accountability and long-term value creation.
Oversee KPMG’s ServiceNow Elite Partner relationship by ensuring compliance with partner agreements, administering deal registrations, monitoring certification progress, and evaluating partner performance metrics.
Work collaboratively with the ServiceNow Architecture Lead to ensure KPMG’s technical delivery capabilities align with Elite Partner certification requirements.
Engage in ServiceNow’s partner advisory board activities and contribute to the governance processes for Elite Partners.
Collaborate on KPMG’s ServiceNow joint business planning initiatives, encompassing annual strategic planning sessions as well as quarterly performance assessments alongside ServiceNow’s partner team.
Academic and professional qualifications and experience: Applicants must possess relevant academic credentials and professional experience in the field. A minimum of a bachelor’s degree in a related discipline is required, with a preference for candidates holding advanced degrees or specialized certifications. Prior to work experience in a comparable role, preferably within a similar industry or sector, is essential.
A bachelor’s degree or higher in Business, Technology, or a closely related discipline is required.
Preferential qualifications include Sales certifications from ServiceNow, such as the Accredited Sales Engineer credential or an equivalent designation.
With a minimum of ten years of experience in technology sales, business development, or alliance management—including at least five years within the ServiceNow partner ecosystem—you bring a proven track record to this role.
Accomplished in spearheading and finalizing ServiceNow-led technology transactions, demonstrating a strong history of success in deal origination and closure.
Extensive knowledge of ServiceNow’s partner ecosystem, including the Elite Partner designation criteria and associated commercial incentive frameworks, is essential.
Leverage a well-developed network spanning ServiceNow’s partner ecosystem and enterprise sales channels.
Technical Competencies and Personal Attributes:
The ideal candidate will demonstrate proficiency in a range of technical skills, including but not limited to analytical problem-solving, proficiency in industry-specific software, and a strong grasp of technical standards and best practices. Additionally, they will exhibit exceptional interpersonal skills, demonstrating effective communication, adaptability, and a collaborative mindset to thrive in dynamic team environments. Attention to detail, a commitment to continuous learning, and the ability to work under pressure while maintaining high standards of quality are also essential. The role requires a proactive approach to troubleshooting and a dedication to delivering innovative solutions in alignment with organizational goals.
Demonstrate a deep understanding of and commitment to KPMG’s core values, while showcasing a proven ability to effectively communicate and embody these principles in all professional interactions.
An expert-level grasp of ServiceNow’s partner commercial model, the Elite Partner program, and the nuances of co-sell dynamics is essential.
Commercial acumen is driven by pipeline expansion and revenue realization, with a strong ability to meet ambitious targets and undergo consistent performance evaluations.
Able to craft compelling deals by transforming intricate ServiceNow opportunities into commercially sound, execution-ready KPMG offerings.
Develops strong, collaborative partnerships with ServiceNow partner teams and key client stakeholders, including CIOs and CDOs, to foster trust and alignment.
Collaboration serves as a vital link between commercial and technical domains, involving close coordination with ServiceNow Architecture Leads and delivery teams.
Possesses a comprehensive understanding of the ServiceNow market, including its competitive environment and customer adoption trends within African markets.
Market Intelligence: Exhibit a strong grasp of commercial dynamics and a comprehensive understanding of key factors shaping the market environment.
We seek a proactive professional with an entrepreneurial mindset for business development, skilled in recognizing opportunities and crafting high-quality proposals.
Effective Communication – Demonstrates exceptional proficiency in crafting comprehensive reports and delivering compelling presentations.
Effective leadership and managerial capabilities are essential for overseeing and guiding teams.
In this role, you will be responsible for overseeing and enhancing team performance in alignment with established performance management guidelines.
As the lead for risk management, the individual will be responsible for overseeing and ensuring complete adherence to KPMG’s quality and risk management standards, driving excellence in compliance across all operations.
Capacity development plays a pivotal role in strengthening the team’s capabilities, ensuring the workforce is prepared for future demands while maximizing the potential of current staff. This involves spearheading initiatives to enhance skills, foster professional growth, and strategically align talent with organizational needs.
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Qualifications
BA/BSc/HND
