Alliance Market Lead - Microsoft - Africa at KPMG

Position Summary

• The Alliance Market Lead – Microsoft is a director-level role responsible for converting KPMG's Microsoft partnership into executable, margin-protected revenue across African markets. This role sits at the intersection of sales and delivery - shaping complex Microsoft-led opportunities into commercially viable KPMG propositions, managing KPMG's relationship with Microsoft's partner ecosystem, and ensuring the alliance pipeline flows through to signed contracts and delivering engagements. The Alliance Market Lead is personally accountable of Microsoft alliance attributed revenue at maturity and is the primary KPMG point of contact for Microsoft's partner sales and alliance management team.

Key roles and responsibilities:

Microsoft Alliance Pipeline Development (50%)

• Own and develop KPMG's Microsoft alliance pipeline across Africa - maintaining a live, qualified pipeline of co-sell opportunities valued at 3–5× personal revenue target.
• Build and maintain relationships with Microsoft's partner sales team, cloud solution architects, industry sales executives, and alliance managers across all African markets.
• Attend and participate in Microsoft partner forums, co-sell planning sessions, and joint account planning meetings as KPMG's primary representative.
• Identify and qualify co-sell opportunities with Microsoft - ensuring KPMG is positioned on all relevant Microsoft-led transformation opportunities in target accounts.
• Develop joint go-to-market propositions with Microsoft that differentiate KPMG's services in the African market.

Deal Shaping and Commercial Conversion (35%)

• Shape complex Microsoft-led opportunities into implementable, margin-protected KPMG propositions - working with Architecture Leads (Block B) and Domain Leads (Block A) to design commercially sound solutions.
• Lead the development of proposals, pricing models, and bid strategies for Microsoft alliance-originated opportunities.
• Manage the bid-to-close process for alliance-originated deals - coordinating KPMG's internal pursuit team, Microsoft's deal support resources, and client stakeholders.
• Ensure that all alliance-originated deals are handed over to the delivery team with a clear scope, budget, and delivery model.
• Maintain close tracking of pipeline-to-close conversion rates and provide accurate forecasts to the T&I leadership team.

Alliance Governance and Partner Management (15%)

• Manage KPMG's Microsoft partner relationship at the commercial and alliance level - including partner agreement compliance, co-sell registration, and incentive management.
• Track KPMG's Microsoft partner performance metrics - including Azure Consumed Revenue (ACR), co-sell wins, and certification levels - and drive performance against targets.
• Coordinate with the Microsoft Security Architecture Lead and Platform Transformation Lead to ensure alignment between alliance strategy and technical delivery capability.
• Contribute to KPMG's Microsoft go-to-market planning process, including annual joint business planning and quarterly business reviews

Academic/ Professional qualifications and Experience:

• Relevant degree in Business, Technology, or a related field.
• Microsoft certifications preferred (Azure Fundamentals minimum; Solutions Architect or Sales credentials an advantage).
• Minimum 10 years of experience in technology sales, business development, or alliance management, with at least 5 years in a Microsoft partner ecosystem context.
• Proven track record of personally originating and closing Microsoft-led technology deals in African markets.
• Deep understanding of Microsoft's partner programmes, co-sell motions, and commercial incentive structures.
• Established network of relationships within Microsoft's partner and enterprise sales organisation.

Technical competencies & Personal attributes:

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

• Alliance fluency: deep knowledge of how Microsoft's partner ecosystem works commercially, technically, and operationally.
• Commercial drive: motivated by pipeline development, deal origination, and revenue conversion - comfortable being measured against hard targets.
• Deal shaping able to translate client needs and Microsoft capabilities into commercially structured, deliverable KPMG propositions.
• Relationship management: builds trusted, long-term relationships with Microsoft partner teams and client decision makers.
• Collaboration: works effectively with KPMG technical and delivery teams - bridges the gap between sales and delivery.
• Multicultural agility: able to develop and manage alliance relationships across multiple 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.