Alliance Market Lead Service Now - Africa at KPMG

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.

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.