Job Summary
Position Summary The Alliance Market Lead – ServiceNow is an Associate director-level role responsible for converting KPMG's ServiceNow Elite Partner status into a consistent, growing stream of signed, delivering, revenue-generating engagements across Africa. This role manages the commercial relationship with ServiceNow, develops the joint pipeline, shapes complex ServiceNow-led opportunities into KPMG propositions, and drives the bid-to-close process for all ServiceNow alliance-originated deals. The Alliance Market Lead is personally accountable for ServiceNow alliance-attributed revenue at maturity and is KPMG's primary commercial relationship owner with ServiceNow's partner organisation.
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:
ServiceNow Alliance Pipeline Development (50%)
- Own and develop KPMG's ServiceNow alliance pipeline across Africa - maintaining a live, qualified pipeline of opportunities valued at 3–5× personal revenue target.
- Build and maintain relationships with ServiceNow's 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 KPMG's 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 KPMG's Elite Partner status and differentiated delivery capability.
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 KPMG's 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.
Elite Partner Governance and Relationship Management (15%)
- Manage KPMG's ServiceNow Elite Partner relationship - including partner agreement compliance, deal registration, certification tracking, and partner performance metrics.
- Coordinate with the ServiceNow Architecture Lead to ensure KPMG's technical delivery capability supports Elite Partner certification requirements.
- Participate in ServiceNow's partner advisory board and Elite Partner governance processes.
- Contribute to KPMG's ServiceNow joint business planning process, including annual planning and quarterly business reviews with ServiceNow's 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 ServiceNow's partner programme, Elite Partner requirements, and commercial incentive structures.
- Established network within ServiceNow's 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 ServiceNow's 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.
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