Alliance Market Lead ServiceNow Africa

Base location

Your location will be determined based on your location. Our main hubs are located in Johannesburg Lagos and Nairobi.

Key roles and responsibilities:

(a)ServiceNow Alliance Pipeline Development (50%)

• Own and develop KPMGs ServiceNow alliance pipeline across Africa - maintaining a live qualified pipeline of opportunities valued at 35 personal revenue target.
• Build and maintain relationships with ServiceNows partner sales team solution consultants industry executives and alliance managers across African markets.
• Attend ServiceNow partner forums Knowledge conference and joint account planning sessions as KPMGs primary commercial representative.
• Identify and qualify ServiceNow-led opportunities - positioning KPMG for SecOps IRM ITSM HR Service Delivery and Customer Service Management implementations.
• Develop joint go-to-market propositions with ServiceNow that leverage KPMGs Elite Partner status and differentiated delivery capability.

(b) Deal Shaping and Commercial Conversion (35%)

• Shape complex ServiceNow opportunities into commercially viable KPMG propositions - working with the ServiceNow Architecture Lead (Block B) to ensure solutions are technically sound and deliverable.
• Lead proposal development commercial structuring and bid management for ServiceNow alliance-originated opportunities.
• Manage the end-to-end bid-to-close process - coordinating KPMGs pursuit team ServiceNow deal desk and client stakeholders.
• Ensure clean pipeline-to-delivery handoffs - handing signed engagements to the delivery team with a clear scope budget delivery model and alliance support plan.
• Maintain accurate pipeline forecasts and conversion rate tracking for the T&I leadership team.

(c) Elite Partner Governance and Relationship Management (15%)

• Manage KPMGs ServiceNow Elite Partner relationship - including partner agreement compliance deal registration certification tracking and partner performance metrics.
• Coordinate with the ServiceNow Architecture Lead to ensure KPMGs technical delivery capability supports Elite Partner certification requirements.
• Participate in ServiceNows partner advisory board and Elite Partner governance processes.
• Contribute to KPMGs ServiceNow joint business planning process including annual planning and quarterly business reviews with ServiceNows partner team.

Academic/ Professional qualifications and Experience:

• Relevant degree in Business Technology or a related field.
• ServiceNow Sales certifications preferred (Accredited Sales Engineer or equivalent).
• Minimum 10 years of experience in technology sales business development or alliance management with at least 5 years in a ServiceNow partner ecosystem context.
• Proven track record of personally originating and closing ServiceNow-led technology deals.
• Deep understanding of ServiceNows partner programme Elite Partner requirements and commercial incentive structures.
• Established network within ServiceNows partner and enterprise sales organisation.

Technical competencies & Personal attributes:

Demonstrate and articulate KPMG values as well as proven capability in:

• Alliance fluency: expert understanding of ServiceNows partner commercial model Elite Partner programme and co-sell dynamics.
• Commercial drive: motivated by pipeline development and revenue conversion - comfortable with hard targets and regular performance measurement.
• Deal shaping able to structure complex ServiceNow opportunities into commercially viable delivery-ready KPMG propositions.
• Relationship management: builds trusted relationships with ServiceNow partner teams and client decision-makers at CIO and CDO level.
• Collaboration: bridges the commercial and technical worlds - works closely with ServiceNow Architecture Leads and delivery teams.
• Market knowledge: understands the ServiceNow market dynamics competitive landscape and customer adoption patterns in African markets.
• Market Intelligence: Demonstrate commercial awareness with sound knowledge of matters affecting the market.
• Business development entrepreneurial mind-set and ability to identify opportunities and develop high quality proposals.
• Personal effectiveness - Excellent report-writing and presentation skills.
• People management - Leadership & management skills.
• Performance management - Be a performance manager to the team in line with performance management guidelines.
• Risk management-lead in ensuring full compliance with KPMG quality & risk management requirements
• Capacity building - Takes a lead in building capability of team to future proof workforce and full utilization of existing workforce.