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 steady and expanding pipeline of signed, revenue-generating engagements across Africa. This role oversees the commercial partnership with ServiceNow, cultivates a shared pipeline, refines high-value ServiceNow-led opportunities into tailored KPMG solutions, and leads the entire bid-to-close process for all deals originating from the ServiceNow alliance. The Alliance Market Lead holds direct accountability for ServiceNow alliance-attributed revenue at maturity and serves as KPMG’s key commercial liaison with ServiceNow’s partner organization.
Key duties and responsibilities include: executing project plans, managing cross-functional teams, and ensuring adherence to deadlines and budgets; overseeing daily operations to maintain productivity and quality standards; developing and implementing strategic initiatives to drive growth; conducting performance evaluations and providing feedback to team members; coordinating with stakeholders to align on objectives and resolve issues; analyzing data to identify trends and recommend improvements; maintaining compliance with organizational policies and industry regulations; and fostering a collaborative and innovative work environment.
ServiceNow Alliance Pipeline Development encompasses approximately half of the position’s responsibilities, focusing on strategic initiatives aimed at enhancing collaboration and integration within the ServiceNow ecosystem. This role involves cultivating and maintaining strong alliances with key partners, identifying opportunities for joint innovation, and ensuring alignment with organizational objectives. Additionally, the position requires a deep understanding of ServiceNow’s platform capabilities, the ability to drive pipeline growth through targeted engagement, and the skill to measure and report on the success of alliance-driven initiatives.
Own and cultivate KPMG’s ServiceNow alliance pipeline throughout Africa, ensuring a continuously updated, qualified pipeline of opportunities that exceed personal revenue targets by three to five times.
Develop and nurture strategic partnerships with ServiceNow’s partner sales team, solution consultants, industry executives, and alliance managers throughout African markets.
As KPMG’s lead commercial delegate, participate in ServiceNow partner forums, the Knowledge conference, and collaborative account planning sessions to drive strategic alignment and partnership growth.
Identify and qualify opportunities where ServiceNow can lead, positioning KPMG to deliver implementations in Sec Ops, IRM, ITSM, HR Service Delivery, and Customer Service Management.
Collaborate with ServiceNow to craft compelling joint go-to-market strategies, capitalizing on KPMG’s Elite Partner standing and distinctive delivery expertise.
Deal structuring and commercial transformation initiatives account for 35% of responsibilities.
Transform intricate ServiceNow initiatives into commercially viable KPMG offerings by collaborating with the ServiceNow Architecture Lead (Block B) to guarantee technically robust and achievable solutions.
Develop and oversee the creation of proposals, design commercial frameworks, and manage bids for opportunities originating from ServiceNow alliances.
Oversee the complete bid-to-close lifecycle by facilitating collaboration among KPMG’s pursuit team, the ServiceNow deal desk, and key client stakeholders.
Guarantee seamless transitions from pipeline to delivery by presenting signed agreements to the delivery team, complete with a well-defined scope, budget allocation, delivery framework, and a structured alliance support strategy.
Track pipeline forecasts and conversion rates with precision to support decision-making for the T&I leadership team.
Elite Partner Governance and Relationship Management responsibilities account for 15% of the total role, encompassing strategic oversight of partner engagements, ensuring alignment with organizational objectives, and fostering high-value collaborations to drive mutual growth and compliance. This role demands expertise in establishing and maintaining robust governance frameworks, mitigating risks associated with partner interactions, and delivering consistent value through structured relationship management. Key tasks include negotiating and renewing partnerships, monitoring performance metrics, and resolving escalated issues to sustain long-term success.
Oversee KPMG’s strategic alliance with ServiceNow as an Elite Partner, ensuring strict adherence to partner agreements, facilitating deal registration processes, monitoring certification progress, and evaluating partner performance metrics.
Collaborate closely with the ServiceNow Architecture Lead to align KPMG’s technical delivery capabilities with the mandatory prerequisites for Elite Partner certification.
Engage in ServiceNow’s partner advisory board activities and contribute to the governance processes specific to Elite Partners.
Collaborate on KPMG’s ServiceNow joint business planning initiatives, encompassing annual planning sessions and quarterly business reviews alongside ServiceNow’s partner team.
Academic and Professional Background Requirements: Candidates must possess relevant academic credentials and professional experience in the specified field. This includes holding a degree in a related discipline and having a minimum number of years of hands-on experience in the industry. Additionally, the ideal candidate will have completed specialized training or certifications pertinent to the role.
A degree in Business, Technology, or a comparable discipline is required.
ServiceNow Sales certifications, such as the Accredited Sales Engineer or equivalent, are strongly preferred for this role.
With a minimum of a decade in technology sales, business development, or alliance management, including at least five years within the ServiceNow partner ecosystem, candidates should bring substantial hands-on expertise to this role.
Accomplished in independently initiating and finalizing ServiceNow-driven technology transactions with a consistent history of success.
A thorough grasp of ServiceNow’s partner ecosystem, including the Elite Partner prerequisites and the frameworks governing commercial incentives.
Leveraged a robust network cultivated within ServiceNow’s ecosystem of partners and enterprise sales teams to drive strategic collaborations and business growth.
Technical competencies and personal attributes include: proficiency in relevant software applications and systems, strong problem-solving abilities, meticulous attention to detail, and effective communication skills. Candidates should demonstrate adaptability, a commitment to continuous learning, and the capacity to work both independently and collaboratively within a team. Additionally, experience in project management, analytical thinking, and adherence to industry standards are highly desirable. Exceptional organizational skills, a proactive approach to tasks, and the ability to meet deadlines under pressure are essential.
Demonstrate and uphold KPMG’s core values with unwavering commitment, while showcasing a proven track record in delivering excellence. Exhibit strong alignment with the firm’s principles, accompanied by the ability to effectively communicate their significance and application in professional settings.
Experts must demonstrate in-depth knowledge of ServiceNow’s partner commercial framework, including the Elite Partner program and collaborative selling mechanisms.
Commercial acumen is demonstrated through a focus on pipeline growth and revenue realization, with a high tolerance for ambitious objectives and consistent performance evaluations.
Skilled in crafting commercially viable, delivery-ready KPMG offerings by structuring intricate ServiceNow opportunities with precision and strategic insight.
Cultivates strong, reliable partnerships with ServiceNow partner teams while fostering high-level connections with client decision-makers, including CIOs and CDOs.
Collaboration involves connecting the commercial and technical domains, engaging directly with ServiceNow Architecture Leads and delivery teams to align objectives and drive cohesive outcomes.
Possesses comprehensive understanding of ServiceNow’s market dynamics, competitive positioning, and customer adoption trends within African markets.
Market Intelligence: Maintain a comprehensive understanding of market dynamics and commercial trends, showcasing strong commercial acumen and up-to-date knowledge of factors influencing the sector.
Seeking a candidate with an entrepreneurial mindset in business development, capable of recognizing opportunities and crafting high-quality proposals.
Excellent report-writing and presentation skills are essential for this role, enabling clear communication of complex information and strategic insights. Proficiency in crafting well-structured reports and delivering compelling presentations is required to effectively engage stakeholders and support decision-making processes.
Effective people management demands strong leadership and managerial capabilities to guide teams toward achieving organizational objectives.
Drive performance by overseeing and guiding the team in alignment with established performance management guidelines.
A skilled professional is essential to oversee risk management and guarantee complete adherence to KPMG’s quality and risk management standards.
Capacity-building initiatives will be led by this role, spearheading the development of the team’s capabilities to ensure a workforce that is both future-proofed and fully optimized for current demands.
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Qualifications
BA/BSc/HND
