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 executed, revenue-generating engagements throughout Africa. This role oversees the commercial partnership with ServiceNow, cultivates collaborative pipelines, refines ServiceNow-led opportunities into tailored KPMG solutions, and steers the end-to-end bid-to-close process for all deals originating from the ServiceNow alliance. The Alliance Market Lead bears direct responsibility for achieving ServiceNow alliance-attributed revenue targets and serves as KPMG’s key commercial liaison with ServiceNow’s partner network.
Oversee critical duties and drive key initiatives in alignment with organizational objectives, ensuring efficient execution of essential tasks and responsibilities. Develop and implement strategic plans, policies, and procedures to enhance operational effectiveness and achieve predetermined goals. Collaborate with cross-functional teams to foster innovation, optimize performance, and maintain high standards of quality and compliance across all activities. Monitor progress, analyze outcomes, and recommend improvements to enhance productivity, mitigate risks, and support sustainable growth. Serve as a primary liaison for stakeholders, providing clear communication, expert guidance, and actionable insights to facilitate informed decision-making and strategic alignment.
ServiceNow Alliance Pipeline Development entails dedicating fifty percent of efforts toward fostering and strengthening strategic partnerships and collaborative initiatives within the ServiceNow ecosystem.
Responsible for cultivating and advancing KPMG’s ServiceNow partnership pipeline throughout Africa, ensuring a dynamic and qualified pipeline of opportunities that exceed personal revenue targets by 3 to 5 times.
Foster connections with ServiceNow’s partner sales teams, solution consultants, industry leaders, and alliance managers throughout the African markets.
Engage as KPMG’s lead commercial delegate at ServiceNow partner forums, the Knowledge conference, and collaborative account planning sessions to drive strategic alignment and partnership initiatives.
Explore and cultivate ServiceNow-led prospects to position KPMG as a leader in delivering Sec Ops, IRM, ITSM, HR Service Delivery, and Customer Service Management implementations.
Craft collaborative go-to-market strategies with ServiceNow, capitalizing on KPMG’s Elite Partner standing and unique delivery strengths.
Deal structuring and commercial transformation initiatives represent 35% of the role’s core responsibilities, focusing on optimizing transaction frameworks and driving revenue growth through strategic deal design and execution.
Develop commercially viable KPMG solutions from intricate ServiceNow opportunities, collaborating closely with the ServiceNow Architecture Lead (Block B) to guarantee technical feasibility and successful delivery.
Direct responsibility for crafting, commercializing, and overseeing ServiceNow alliance-driven proposals and bids is required.
Oversee the comprehensive bid-to-close process, collaborating with KPMG’s pursuit team, the ServiceNow deal desk, and client stakeholders to ensure seamless execution.
Deliver seamless transitions from pipeline to execution by transferring signed agreements to the delivery team, equipped with a well-defined scope, budget allocation, delivery framework, and strategic alliance support plan.
Responsibilities include preparing precise pipeline forecasts and monitoring conversion rates to support the T&I leadership team’s strategic decision-making.
Partner Governance and Relationship Management constitutes 15% of the role’s responsibilities, focusing on cultivating and sustaining high-value strategic alliances. This function involves overseeing the development and implementation of governance frameworks to ensure alignment with organizational objectives, as well as managing stakeholder relationships to drive mutual growth and value creation. The role requires a keen understanding of partnership dynamics, strong negotiation skills, and the ability to foster collaborative environments that enhance long-term business outcomes. Accountability includes monitoring performance metrics, resolving conflicts, and ensuring compliance with partnership agreements while identifying opportunities for expansion and improvement.
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 guarantee that KPMG’s technical delivery capabilities align with the criteria necessary for achieving Elite Partner certification.
Contribute to ServiceNow’s partner advisory board and assist with the governance processes for Elite Partners.
Collaborate on KPMG’s ServiceNow joint business planning initiatives, encompassing both the annual planning cycle and quarterly business reviews with ServiceNow’s partner team.
Academic and Professional Qualifications and Experience:
Candidates must possess relevant academic credentials and professional experience in the specified field. A degree or certification pertinent to the role is required, along with a proven track record of professional accomplishments. Prior to work experience in a similar capacity is essential, demonstrating the ability to meet the demands of the position. Additionally, any specialized training or certifications that enhance the candidate’s qualifications will be considered advantageous.
A bachelor’s or advanced degree in Business, Technology, or a closely related discipline is required.
Preferred qualifications include Sales certifications from ServiceNow, such as the Accredited Sales Engineer credential or an equivalent qualification.
A minimum of a decade in technology sales, business development, or alliance management is required, along with at least five years of direct involvement within the ServiceNow partner ecosystem.
Results-driven professional with a demonstrated history of independently initiating and successfully finalizing ServiceNow technology agreements.
Proficient knowledge of ServiceNow’s partner ecosystem, Elite Partner prerequisites, and incentive-based commercial frameworks is essential.
Having cultivated a well-established network across ServiceNow’s partner ecosystem and enterprise sales divisions, you will leverage these connections to drive strategic growth and collaboration opportunities.
Technical Competencies and Personal Attributes:
Exhibits proficiency in relevant technical skills and methodologies, alongside essential personal qualities that align with the role’s demands. Demonstrates expertise in specialized tools, systems, or processes pertinent to the position, ensuring effective performance in assigned tasks. Strong analytical thinking, adaptability, and problem-solving abilities are required to navigate complex challenges. Excellent communication skills facilitate clear collaboration with team members and stakeholders. Attention to detail, time management, and a commitment to continuous learning further support success in this capacity.
Demonstrate a clear understanding and application of KPMG’s core values, while showcasing a proven track record in delivering results aligned with these principles.
Proficient in ServiceNow’s partner commercial framework, with deep expertise in the Elite Partner program and collaborative selling strategies.
Driven by commercial objectives, this role focuses on advancing pipeline development and converting revenue opportunities, with a strong orientation toward achieving ambitious targets and consistently evaluating performance metrics.
Able to develop structured, commercially viable ServiceNow solutions from intricate opportunities, transforming them into delivery-ready KPMG propositions.
Relationship management involves cultivating strong, trusted partnerships with ServiceNow partner teams and key client stakeholders, including CIO and CDO decision-makers.
Collaboration plays a pivotal role in bridging the commercial and technical domains, fostering close partnerships with ServiceNow Architecture Leads and delivery teams.
Possesses a comprehensive understanding of the ServiceNow market, including its competitive environment, adoption trends among customers, and specific dynamics prevalent across African regions.
Professional Rewriting:
Display strong commercial awareness by maintaining up-to-date knowledge of key factors influencing market dynamics and trends.
We seek an entrepreneurial professional with a strong business development mindset, adept at recognizing opportunities and crafting high-quality proposals.
Demonstrates exceptional proficiency in crafting clear, concise reports and delivering engaging presentations.
Demonstrates strong leadership and management capabilities, with a focus on guiding and developing teams.
Serve as the team’s performance manager, ensuring adherence to established performance management guidelines.
As the Risk Management Lead, you will play a pivotal role in upholding and enforcing KPMG’s stringent quality and risk management standards across all operations. Your responsibilities will include overseeing the implementation of robust risk mitigation strategies, ensuring adherence to regulatory frameworks, and fostering a culture of compliance within the organization. By collaborating with cross-functional teams, you will identify potential risks, assess their impact, and develop proactive measures to minimize exposure while aligning with KPMG’s established protocols. Additionally, you will monitor ongoing compliance efforts, conduct regular audits, and provide guidance to ensure continuous improvement in risk management practices. Your expertise will be instrumental in safeguarding the firm’s reputation and maintaining operational excellence.
Capacity-building initiatives will be spearheaded to proactively enhance the team’s competencies, ensuring the workforce is future-proofed and current talent is utilized to its fullest potential.
Candidates are encouraged to submit their applications utilizing the designated application method provided by the organization. This method ensures that all applications are processed efficiently and consistently according to the established procedures. Applicants should carefully review the outlined steps to ensure their submission meets all specified criteria.
To submit your application, kindly utilize the provided link(s) on the company’s official website.
Qualifications
BA/BSc/HND
