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.
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Position Summary
The Regional Pod / Portfolio Lead is an Associate director-level role responsible for cross-market coordination, portfolio oversight, and execution management across KPMG T&I's multi-country engagements. This role acts as the operational backbone of the T&I delivery model - ensuring that cross-border engagements are staffed, managed, and tracked with commercial discipline, and that delivery resources are deployed optimally across the portfolio. The Regional Pod Lead works in close partnership with the T&I Delivery / Domain Leads, Alliance Market Leads, and Delivery Directors to maintain portfolio health and prevent resourcing gaps that lead to delivery failure.
Key roles and responsibilities:
(a) Portfolio and Resource Management (45%)
- Maintain a live view of the T&I delivery portfolio across all active engagements, tracking revenue, margin, RAID status, and staffing against plan.
- Oversee resource allocation across markets - matching delivery capability to active engagements and ensuring no engagement is under-resourced.
- Facilitate cross-market staffing and manage the deployment of shared delivery resources (architects, PMO leads, delivery managers) across the portfolio.
- Produce regular portfolio health reports for the T&I leadership team, flagging risks, escalations, and capacity constraints.
- Manage onboarding and mobilisation logistics for new engagements, ensuring teams are ready to deliver from Day one.
(b) Delivery Execution and Quality Oversight (30%)
- Run the T&I weekly delivery review cadence - facilitating portfolio reviews, escalation resolution, and cross-engagement risk management.
- Identify systemic delivery issues (repeated scope creep, resourcing gaps, RAID failures) and drive corrective action across the portfolio.
- Work with PMO / Delivery Assurance Leads (Block C) to enforce delivery standards, reporting templates, and governance frameworks.
- Track and report on gross margin per engagement, flagging deviations from budget and supporting remediation planning.
- Coordinate with Alliance Market Leads (Block D) to ensure pipeline-to-delivery handoffs are seamless and commercially clean.
(c) Stakeholder Management and Coordination (20%)
- Serve as the operational point of contact for cross-member-firm T&I engagements, managing coordination between KPMG offices in different African markets.
- Support the Domain Leads in managing client relationships at the portfolio level - tracking overall account health, satisfaction, and expansion opportunity.
- Participate in the T&I planning process, contributing resource capacity data, market pipeline intelligence, and portfolio forecasts.
- Contribute to the continuous improvement of KPMG T&I's delivery operating model, methodology, and governance framework.
Academic/ Professional qualifications and Experience:
- Relevant degree in Business, Technology, Project Management, or a related field.
- PMP, PRINCE2, or MSP certification preferred.
- Minimum 10 years of experience in technology consulting or programme management, with at least 3 years managing multi-country portfolios.
- Demonstrated experience managing delivery portfolios of USD 10M+ across multiple simultaneous engagements.
- Proficiency in portfolio management tools and reporting frameworks.
- Experience working across multiple African markets.
Technical competencies & Personal attributes:
Demonstrate and articulate KPMG values as well as proven capability in:
- Portfolio thinking able to hold a clear view of multiple simultaneous engagements and identify portfolio-level risks and opportunities.
- Organisational discipline: strong project and programme governance skills, with attention to delivery detail.
- Collaborative leadership: able to influence and coordinate senior stakeholders across multiple markets without direct authority.
- Commercial awareness: understands the financial drivers of consulting engagements and can interpret margin and pipeline data.
- Adaptability: comfortable managing in complex, fast-moving, multi-market environments.
- Communication: clear and structured communicator, able to present portfolio status to senior leadership with confidence.
- 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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