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Position Summary

• The T&I Delivery / Domain Lead is a Partner-level role that owns end-to-end accountability for KPMG's largest and most complex multi-country Technology & Innovation engagements across Africa. This role serves as the commercial and delivery anchor of the T&I business - personally accountable for a portfolio of revenue, responsible for winning and leading large-scale transformation mandates, and for building the credibility of KPMG T&I as the clear choice for clients across financial services, telecoms, energy, and government. The Domain Lead is a critical enabler of the USD 100M run-rate target by FY28, carrying an individually accountable revenue target of USD 8–10M per year at steady state.

Key roles and responsibilities:

Revenue and Portfolio Ownership

• Own a personally-accountable revenue target of USD 8–10M per year across a defined domain or geography, tracked monthly against the T&I investment thesis.
• Lead pursuit of large multi-country deals from qualification through to contract signature, serving as the senior client-facing partner throughout the bid lifecycle.
• Chair the internal deal review and investment committee process for all large deals within the portfolio, ensuring commercial discipline and margin protection before signing.
• ·Develop and maintain executive-level client relationships (C-suite, Ministers, Board) across priority accounts within the assigned domain or geography.
• ·Collaborate with Alliance Market Leads (Block D) to convert Microsoft, ServiceNow, SAP, and Oracle pipeline into signed, margin-protected engagements.

Delivery Leadership and Margin Accountability

• ·Take ultimate ownership of delivery outcomes on large engagements within the portfolio - not advisory oversight, but hands-on leadership of multi-disciplinary teams including KPMG professionals, alliance partners, and sub-consultants.
• Work in close partnership with Program / Delivery Directors (Block C) and Architecture Leads (Block B) to maintain delivery quality, protect margins, and avoid escalations.
• Enforce RAID (Risks, Assumptions, Issues, Dependencies) discipline on all engagements, intervening early when delivery risk is identified.
• Maintain gross margin targets of ≥30% across the personal portfolio, with accountability for remediation where margin falls below threshold.
• Sign off on all scope change decisions, subcontractor engagements, and commercial variations on portfolio deals.

Business and Capability Building

• As a member of the T&I leadership team, contribute to the overall growth strategy, annual planning process, and headcount investment decisions.
• Mentor and develop Managers, Senior Managers, and Directors within the T&I team, building the next generation of domain experts.
• Contribute to thought leadership, industry events, and alliance partner engagements to raise KPMG's profile in the assigned domain.
• Support the enablement and velocity programme (Block E) by codifying reusable assets, methodologies, and delivery patterns from portfolio engagements.
• Participate in KPMG Pan-Africa T&I leadership forums and cross-member-firm collaboration initiatives.

Academic/ Professional qualifications and Experience:

• Relevant master's degree in Technology, Engineering, Business, or a related field.
• Minimum 15 years of experience in technology consulting, with at least 5 years at Partner or equivalent level.
• Proven track record of personally winning and delivering technology transformation mandates valued at USD 5M+ across multiple African markets.
• Deep domain expertise in at least two of: enterprise platforms (SAP/Oracle/ServiceNow), cybersecurity, cloud/infrastructure, data & AI, or digital transformation.
• Alliance credentials with Microsoft, ServiceNow, SAP, or Oracle preferred.
• Proficiency in English; French or Portuguese an advantage for multi-market mandates.

Technical competencies & Personal attributes:

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

• Recognised industry leader in African technology transformation with a demonstrable client following.
• Executive-level relationships: ability to engage and influence at CEO, CTO, CIO, Minister, and Board level.
• Commercial acumen: deep understanding of deal structuring, margin protection, and contract negotiation in professional services.
• Delivery ownership: personally comfortable leading large, complex, politically sensitive engagements from end to end.
• Alliance fluency: understands how to leverage Microsoft, ServiceNow, SAP, and Oracle partnerships to originate and shape deals.
• Resilience and tenacity: ability to sustain commercial pursuits over long cycles and navigate complex multi-stakeholder environments.
• Willingness for significant travel across the African continent.
• 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.
• The ideal candidate must be able to provide support to various management and leadership levels, as well as work well independently.
• People management - Excellent report-writing, presentation, and stakeholder leadership & management skills.
• 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.
• Performance management - Be a performance manager to the team in line with performance management guidelines.

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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.