Service Now Alliance Lead - Senior Manager

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Job description

KPMG has built a strong network of Strategic Alliances and Partnerships with some of the world's leading technology, data, and services companies, including Microsoft, SAP, Oracle, ServiceNow and many more. Together, we offer global reach, added value, and a combined portfolio of transformational capabilities and solutions that are designed to help solve the most pressing challenges our clients face today.

The UK ServiceNow Alliance Lead is responsible for managing and developing the strategic partnership between KPMG and ServiceNow, focusing on driving business growth by leveraging ServiceNow solutions to deliver client services across various industries, including identifying new sales opportunities, leading joint go-to-market initiatives, and ensuring seamless integration between KPMG's expertise and ServiceNow's technology offerings.

We require an outstanding Alliance professional, with extensive client facing experience, knowledge of the people and propositions associated with ServiceNow and the sales leadership skills to drive the growth that the ServiceNow business presents to KPMG.

As an Alliance Lead you will be responsible for:

• Developing, nurturing and maintaining key and significant relationships with the Alliance Partner and acting as key contact / "face of" KPMG
• Regularly interfacing between the Alliance Team (or equivalent) at our Alliance Partners, chairing weekly update meetings and taking decisive action accordingly
• Enhancing our brand with our Alliance Partners - i.e. ensuring that KPMG is always front and centre of their partner ecosystem. If our Alliance Partner is implementing their technology, they should wish to do so with KPMG as their implementation / consulting partner
• Drafting, agreeing, and most importantly, executing a go-to-market plan with our Alliance Partner. This plan should:
• Determining, fostering and encourage key relationships - i.e. who from KPMG aligns with the key stakeholders at our Alliance Partner
• Agreeing how we generate demand in the market together and then, activate as appropriate
• Identifying which opportunities / targets we will work on together and then, drive dogmatic activation plans in conjunction with appropriate Advisory colleagues and Alliance Partner Account Executives
• Prioritising our approach together - what are we focusing on; when; who is involved; what are the stage gate measurements of success
• Importantly, the plan needs to underpin how we work together and how we win together
• Ongoing and regular governance of both the plan, and also our successful relationship with the Alliance Partner
• Running ongoing and regular updates to senior stakeholders from both KPMG and our Alliance Partner to meet KPIs, as well as monitor progress
• Making introductions as necessary - i.e. respective Sector Leads from both sides; or Industry Leads; or key Client / Account Leads AND monitor and track progress
• Arranging and leading networking opportunities with our Alliance Partners - these might be in the form of targeted lunches, dinners, round table discussions, or Ignition-led seminars. Following up on all leads generated via the Alliance Sales Team
• Attending and helping to arrange the successful participation on Alliance-led Events - these may be Alliance Partner initiated and may also include overseas travel. Again, follow up on all leads generated accordingly
• Proactively engaging with client and targets, where appropriate, along with the Alliance Sales Team to help promote excellent KPMG relationships and our commitment to working with our Alliance Partners
• Supporting and leading all contractual arrangements between KPMG and our Alliance Partners to ensure that we maintain excellent Quality and Risk Management (QRM). This will include agreeing Alliance contracts with our QRM team; continuance contracts on a periodic basis, and any reselling / influencing contracts, as appropriate.
• This role will require flexibility by the individual to respond to key growth areas and high demand propositions enabled by our alliance channel.

Stakeholder Interaction & challenges:

• Essential to success will be your ability to interact and build trusted working relationships both internally and externally. You will be expected to own multiple relationships with key stakeholders at our Alliance Partner(s).
• You will be challenged to respond to demand and work flexibly across high growth areas.
• You will be challenged to ensure your partner interactions are intentional and you are focussed on working on insightful opportunities with our Alliance Partner(s). You will be expected to be present 'onsite' with the Alliance Partner several days a week.

Impact, Risk, Accountability & Governance:

• The impact you will have on growing our alliance-enabled pipeline will be significant. The role presents an opportunity for you to make your mark and utilise your relationship-building skills to propel collaboration and origination/insight through the channel to the next-level.
• You will help build our market presence within our technology ecosystem - helping KPMG to become the partner of choice for our strategic Alliances;
• We want passionate, energetic, articulate, driven people to join our team and help us to enhance our brand, reputation, and market share.
• This is a busy role within the team, requiring a balance of business development, sales origination, account management, self-motivation and a flexible mindset to respond to demand in key growth areas.

Other Essential experience

• Be able to form trusted relationships with key alliance partner stakeholders, and drive value-adding business conversations with clients.
• Be confident interacting with stakeholders at multiple levels, internally and externally
• Inquisitive, with strong questioning and listening skills with ability to see the bigger picture
• Effective networker
• A growing external profile through social media and events
• Mature in outlook, with strong influencing skills (internal and with client) and diplomacy
• Positive and enthusiastic manner in dealing with a cross section of people
• Be well organised, detail-conscious, pro-active, hard-working, and resilient. Finish what you start.
• Be flexible in their approach and able to work under pressure

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