Position Summary
The Alliance Market Lead – ServiceNow is an Associate Director-level position tasked with leveraging KPMG’s ServiceNow Elite Partner status to cultivate a sustainable pipeline of signed, revenue-generating engagements across Africa. This role oversees the commercial partnership with ServiceNow, cultivates a collaborative pipeline, tailors complex ServiceNow-driven opportunities into KPMG solutions, and steers the bid-to-close lifecycle for all ServiceNow alliance-originated transactions. The Alliance Market Lead holds direct accountability for ServiceNow alliance-attributed revenue upon maturity and serves as KPMG’s primary commercial liaison with ServiceNow’s partner ecosystem.
Oversee and execute essential duties and obligations, including managing daily operations, ensuring compliance with organizational standards, and fostering team collaboration to achieve departmental objectives. Develop and implement strategic initiatives to enhance productivity, streamline workflows, and drive continuous improvement. Monitor performance metrics, analyze data, and report findings to senior leadership to inform decision-making. Act as a liaison between departments, facilitating clear communication and resolving interdepartmental conflicts. Ensure adherence to company policies, industry regulations, and safety protocols while maintaining a high standard of professional conduct. Additionally, mentor and coach team members, providing guidance to support their professional growth and development within the organization.
ServiceNow Alliance Pipeline Development comprises approximately 50% of the role’s responsibilities, focusing on cultivating and expanding strategic partnerships within the ServiceNow ecosystem.
Drive the expansion and maintenance of KPMG’s ServiceNow alliance pipeline throughout Africa, ensuring a dynamic and qualified portfolio of opportunities consistently valued between three and five times your personal revenue target.
Develop and nurture strategic partnerships with ServiceNow’s partner sales teams, solution consultants, industry leaders, and alliance managers throughout African markets.
Participate in ServiceNow partner forums, attend Knowledge conferences, and engage in joint account planning sessions as KPMG’s leading commercial representative.
Identify and qualify ServiceNow-driven prospects, strategically positioning KPMG to deliver Sec Ops, IRM, ITSM, HR Service Delivery, and Customer Service Management solutions.
Collaborate with ServiceNow to craft joint go-to-market strategies that capitalize on KPMG’s Elite Partner standing and unique delivery advantages.
We are responsible for shaping deals and driving commercial conversion, which constitutes 35% of our responsibilities.
Develop commercially viable KPMG propositions from intricate ServiceNow opportunities—collaborating with the ServiceNow Architecture Lead (Block B) to guarantee solutions are both technically robust and achievable.
Spearhead the creation and refinement of proposals, architect commercial frameworks, and oversee the full lifecycle of bid management for opportunities originating from ServiceNow alliances.
Oversee the complete bid-to-close cycle, facilitating collaboration between KPMG’s pursuit team, the ServiceNow deal desk, and key client stakeholders.
Ensure seamless transitions from pipeline to delivery by transferring signed agreements to the delivery team, complete with well-defined scope, budget, delivery methodology, and a structured alliance support strategy.
Responsible for ensuring precise pipeline forecasts and monitoring conversion rates for the T&I leadership team.
Elite Partner Governance and Relationship Management responsibilities account for 15% of this role, ensuring strategic oversight of high-level partnerships and fostering enduring, mutually beneficial collaborations. This position demands meticulous governance to uphold compliance, mitigate risks, and drive value through structured relationship frameworks, while actively engaging with executive stakeholders to align on shared objectives. Success hinges on the ability to cultivate trust, streamline communication, and resolve complex challenges with a forward-thinking approach.
Oversee KPMG’s strategic alliance with the ServiceNow Elite Partner, ensuring adherence to partner agreements, managing deal registrations, tracking certifications, and monitoring partner performance metrics.
Collaborate effectively with the ServiceNow Architecture Lead to guarantee KPMG’s technical delivery capabilities align with the stringent prerequisites for Elite Partner certification.
Engage with ServiceNow’s partner advisory board and contribute to the governance processes for Elite Partners.
Assist in KPMG’s collaborative ServiceNow joint business planning initiatives, encompassing both annual planning sessions and quarterly evaluations conducted with ServiceNow’s partner team.
Academic and professional credentials, along with relevant experience, are essential requirements for this position. Candidates must possess a minimum of a bachelor’s degree in a related field, with preference given to those holding advanced degrees. Additionally, applicants should demonstrate at least three years of hands-on experience in a comparable role, supported by a proven track record of success. Strong analytical, problem-solving, and communication skills are also required to effectively contribute to the team’s objectives.
A degree in Business, Technology, or a closely related field is required.
ServiceNow Sales certifications are highly desirable, with preference given to accredited credentials such as the Sales Engineer certification or comparable qualifications.
With a minimum of a decade in technology sales, business development, or alliance management, including at least five years specifically within the ServiceNow partner ecosystem, you bring substantial expertise to the role.
Demonstrates a strong history of independently initiating and successfully finalizing ServiceNow-driven technology agreements.
A comprehensive grasp of ServiceNow’s partner ecosystem, including the criteria for achieving Elite Partner status and the associated commercial incentive frameworks, is essential.
Built a robust network across ServiceNow’s partner ecosystem and enterprise sales teams, fostering strategic relationships and driving collaborative business growth.
Technical competencies and personal attributes include a strong foundation in relevant technical skills, along with the ability to analyze complex problems and deliver innovative solutions. Candidates should demonstrate proficiency in industry-specific tools, methodologies, and frameworks, ensuring adaptability to evolving technological landscapes. Essential personal attributes encompass problem-solving agility, effective communication, and a commitment to continuous learning and professional growth. Additionally, the role requires collaborative teamwork, meticulous attention to detail, and a proactive approach to addressing challenges. Proficiency in written and verbal communication, coupled with a customer-centric mindset, is also highly valued.
Demonstrate and communicate KPMG’s core values with clarity and conviction, while showcasing a proven ability in:
Exhibits deep expertise in ServiceNow’s partner commercial framework, including the Elite Partner program and collaborative selling processes.
Driven by commercial objectives, this role thrives on pipeline expansion and revenue realization, with a strong aptitude for achieving demanding targets and maintaining consistent performance tracking.
Proven expertise in crafting and structuring intricate ServiceNow opportunities to transform them into commercially viable, execution-ready KPMG offerings is required.
Cultivates trusted relationships with partner teams and key client decision-makers, including CIO and CDO levels, to enhance collaborative outcomes.
Facilitates seamless interaction between the commercial and technical domains by partnering closely with ServiceNow Architecture Leads and delivery teams.
Market insight: possesses a comprehensive understanding of the ServiceNow ecosystem, including market dynamics, competitive environments, and customer adoption trends across African regions.
Market Intelligence: Exhibit a strong grasp of commercial dynamics by maintaining up-to-date insights into key factors shaping the market landscape.
A proactive approach to business development with a keen entrepreneurial mindset is required, along with the capacity to recognize opportunities and craft high-quality proposals.
Excels in producing clear, concise reports and delivering impactful presentations with professionalism and precision.
People management – Leadership & management skills.
Serve as a performance manager for the team, ensuring alignment with established performance management guidelines.
As the lead for risk management, you will play a critical role in upholding and enforcing KPMG’s stringent quality and risk management standards across all operations. Your primary responsibility will involve overseeing adherence to these requirements to safeguard the firm’s integrity and operational excellence. By establishing robust controls and monitoring mechanisms, you will ensure that all processes align with KPMG’s policies while mitigating potential risks effectively. Collaboration with cross-functional teams will be essential to integrate these standards seamlessly into daily workflows.
Leads initiatives to enhance the team’s capabilities, ensuring the workforce is prepared for future challenges and fully utilized.
go to method of application
To submit your application, please utilize the provided link(s) on the company’s official website.
Qualifications
BA/BSc/HND
