Position Summary
The Alliance Market Lead – ServiceNow, positioned at the Associate Director level, is tasked with transforming KPMG’s ServiceNow Elite Partner status into a steady and expanding pipeline of signed, revenue-generating engagements across Africa. This role oversees the commercial partnership with ServiceNow, cultivates a joint pipeline, refines complex ServiceNow-led opportunities into tailored KPMG solutions, and spearheads the bid-to-close process for all deals originating from the ServiceNow alliance. The Alliance Market Lead holds direct accountability for ServiceNow alliance-attributed revenue upon maturity and serves as KPMG’s key commercial liaison with ServiceNow’s partner ecosystem.
Candidates will be responsible for a variety of key duties and obligations, including managing project timelines, coordinating team efforts, ensuring adherence to quality standards, and maintaining clear communication with stakeholders. The position demands strong organizational skills, meticulous attention to detail, and the ability to prioritize tasks effectively in a fast-paced environment. Additionally, the role requires proficiency in relevant software tools, a collaborative mindset, and a commitment to meeting deadlines while fostering a productive work culture.
ServiceNow Alliance Pipeline Development comprises approximately half of the position’s responsibilities, focusing on establishing and enhancing strategic partnerships with ServiceNow to drive mutual growth and innovation.
Own and cultivate KPMG’s strategic ServiceNow partnership pipeline throughout Africa, ensuring a dynamic and well-qualified pool of opportunities that align with revenue targets set at three to five times the individual quota.
Develop and nurture strategic partnerships with ServiceNow’s partner sales team, solution consultants, industry executives, and alliance managers across the African markets.
Attend ServiceNow partner forums, the Knowledge Conference, and joint account planning sessions as KPMG’s lead commercial representative.
Identify and qualify opportunities driven by ServiceNow initiatives, strategically positioning KPMG to deliver implementations across key domains such as Sec Ops, IRM, ITSM, HR Service Delivery, and Customer Service Management.
Craft collaborative go-to-market strategies with ServiceNow, capitalizing on KPMG’s Elite Partner standing and unique delivery advantages.
Deal shaping and commercial conversion account for 35% of the responsibilities, focusing on structuring agreements and driving revenue growth through strategic negotiations and client engagement.
Transform intricate ServiceNow opportunities into commercially viable KPMG offerings by collaborating closely with the ServiceNow Architecture Lead (Block B) to validate technical feasibility and ensure implementable solutions.
Develop and oversee proposals, commercial arrangements, and bid processes for opportunities originating from ServiceNow alliances.
Oversee the complete bid-to-close lifecycle, ensuring seamless coordination among KPMG’s pursuit team, ServiceNow deal desk, and client stakeholders.
Ensure seamless transitions from pipeline to delivery by transferring signed agreements to the delivery team with well-defined scope, budget, delivery model, and alliance support strategy.
Accurately maintain pipeline forecasts and conversion rate tracking for the T&I leadership team.
Elite Partner Governance and Relationship Management (15%) is a crucial responsibility, encompassing 15% of the role’s duties, which involves fostering and maintaining high-level strategic partnerships. This position requires cultivating strong relationships with key stakeholders, ensuring alignment with organizational objectives, and overseeing the governance framework to drive mutual growth and value creation. Responsibilities include negotiating and managing complex agreements, monitoring partner performance, and implementing strategies to enhance collaboration and operational efficiency. The role demands exceptional interpersonal skills, strategic thinking, and the ability to navigate intricate business dynamics to sustain and expand influential partnerships.
Oversee KPMG’s ServiceNow Elite Partner relationship by ensuring adherence to partner agreements, managing deal registrations, monitoring certification progress, and evaluating partner performance metrics.
Collaborate closely with the ServiceNow Architecture Lead to align KPMG’s technical delivery capabilities with the prerequisites for Elite Partner certification.
Engage actively in ServiceNow’s partner advisory board and contribute to the governance processes for Elite Partners.
Collaborate on KPMG’s ServiceNow collaborative business planning initiatives, encompassing both annual strategic planning and quarterly performance evaluations with ServiceNow’s designated partner team.
Academic and Professional Qualifications and Experience:
A relevant academic degree, such as a Bachelor’s or Master’s in a related field, is required. Additionally, candidates must possess a minimum of three years of professional experience in a comparable role. Proficiency in industry-specific software and tools, as well as strong analytical and problem-solving skills, are essential. Excellent communication and teamwork abilities are also necessary to excel in this position.
A degree in Business, Technology, or a closely related field is required.
Professional Sales Now Sales certifications are strongly preferred, with a preference for Accredited Sales Engineer credentials or comparable qualifications.
With a minimum of a decade in technology sales, business development, or alliance management, including at least half of that tenure specifically within the ServiceNow partner ecosystem, you bring substantial expertise to the role.
Demonstrates a strong history of independently developing and successfully finalizing ServiceNow-driven technology agreements.
Requires a comprehensive grasp of ServiceNow’s partner ecosystem, encompassing the Elite Partner criteria and associated commercial incentive frameworks.
Forged a robust network across ServiceNow’s partner ecosystem and enterprise sales teams.
Technical competencies and personal attributes include a strong foundation in relevant technical skills, a commitment to continuous learning, and the ability to apply knowledge effectively in practical settings. Candidates should demonstrate proficiency in industry-specific tools, methodologies, and best practices, alongside a dedication to staying current with emerging technologies and trends. Additionally, essential personal qualities encompass problem-solving capabilities, adaptability, effective communication, collaboration, and a proactive approach to challenges. These attributes ensure not only technical excellence but also the capacity to thrive in dynamic and collaborative work environments.
Demonstrate a strong alignment with and thorough understanding of KPMG’s core values, while also showcasing a proven track record of applying these principles in professional settings. Exhibit exceptional proficiency in effectively communicating these values across teams and stakeholders, ensuring their consistent integration into daily operations and decision-making processes.
Proficient in ServiceNow’s partner commercial framework, with in-depth expertise in the Elite Partner program and collaborative go-to-market strategies.
Commercial acumen is driven by pipeline expansion and revenue realization, with a strong ability to meet ambitious targets and consistently deliver measurable performance outcomes.
Able to develop and structure intricate ServiceNow opportunities into commercially viable, delivery-ready propositions tailored for KPMG engagements.
Develops and maintains strong, trusted partnerships with ServiceNow partner teams and key client stakeholders, including CIOs and CDOs, to foster collaboration and alignment.
Collaboration serves as a vital link between commercial and technical domains, fostering close partnerships with ServiceNow Architecture Leads and delivery teams to ensure cohesive project execution.
Possesses a comprehensive understanding of the ServiceNow market, including its dynamics, competitive environment, and customer adoption trends across African regions.
Market Intelligence: Exhibit a strong commercial understanding by possessing comprehensive knowledge of key factors influencing the market landscape.
A proactive approach to business development, coupled with a keen entrepreneurial mindset, is essential for recognizing opportunities and crafting high-quality proposals.
Demonstrated proficiency in crafting clear, concise reports and delivering compelling presentations.
Demonstrates strong leadership and management capabilities in guiding and overseeing teams, ensuring effective collaboration, and fostering a productive work environment.
Be responsible for overseeing and guiding the team’s performance in strict alignment with established performance management guidelines.
As the leader of risk management, you will play a pivotal role in guaranteeing strict adherence to KPMG’s quality and risk management standards. Your responsibilities will include overseeing compliance initiatives, implementing robust risk mitigation strategies, and ensuring seamless alignment with established protocols. This position demands a proactive approach to identifying potential risks, evaluating their impact, and driving corrective actions to uphold organizational integrity and regulatory compliance.
Demonstrates leadership in enhancing the team’s skills to develop a resilient workforce, ensuring full utilization of current talent and preparing for future demands.
Submit your application through the designated method as outlined in the job posting.
To apply, please utilize the provided link(s) on the company’s official website.
Qualifications
BA/BSc/HND
