The Role
Reporting to the KPMG ASPAC Head of Alliances, you will drive the SAP strategic alliance across the ASPAC region (12+ countries) and support the KPMG Member Firms to build and grow the SAP Alliance business in their country in alignment with the global alliance strategy. This involves developing a regional alliance plan to grow KPMG services by implementing SAP technologies, establish priority sell-with, build-with and buy-from initiatives in conjunction with regional market specificities.
The role will be both Alliance Partner facing, internal, and client facing as required, meeting with SAP leadership, sellers and relevant stakeholders to help determine joint go-to-market offerings, sales and pipeline development and to facilitate the smooth running of the SAP Alliance for KPMG across Asia Pacific.
The Alliance Director will build deep and trusted KPMG relationships with the individual KPMG alliance partners, client lead partners, and divisional leaders, working with them to define market priority sectors, alliance-based solutions, and the associated target market and accounts.
The Alliance Director will be involved in key multi-million-dollar pursuits across the region that involve alliance partnering and attend selected client service team’s meetings for strategic accounts to better understand where alliances can be positioned to drive sales and opportunities.
The Alliance Director will review the end-to-end alliance process, in conjunction with the wider KPMG stakeholders, and implement enhancements to streamline where appropriate. They will work with Global and Member Firm Alliance Operations to ensure all Alliance related tracking and reporting is carried out effectively.
Deliverables and accountabilities
- In conjunction with the ASPAC Head of Alliances, the role has responsibility for ensuring alliance partner governance processes are followed (e.g. joint pipeline / relationship reviews are carried out with the alliance partner and KPMG)
- In conjunction with the ASPAC Head of Alliances, work with industry and divisional leads to identify white space in the alliance market for KPMG, and pro-actively target alliance partners that can enhance KPMG’s offerings.
- In conjunction with the ASPAC Head of Alliances, work with KPMG Regional and Member Firm Industry leaders, Business Function Leaders and Technical Consulting Leaders to identify white spaces in the alliance market for KPMG, and pro-actively target alliance partners that can enhance KPMG’s offerings.
- Work with Global, Regional and Member Firm KPMG leaders and the Alliance Partner leadership to develop strong alliance based value propositions, which will clearly define the alliance Unique Value Proposition.
- Work with Global, Regional and Member Firm KPMG alliance lead partners to develop sales strategies and set revenue targets and budgeting for the SAP alliance.
- Liaise with KPMG Global teams to develop global alliance best practices and share knowledge.
- Work with KPMG Global to report on regional SAP alliance pipeline, bookings, and results.
- Participate in regular calls with global counterparts to understand developments in the global SAP alliance.
- Work with KPMG member firms to develop joint business plans and gain commitment and interest from sponsoring partners / other relevant individuals
Skills and experience
- At least 15 years’ experience in an Alliance, Sales or client-facing professional role, in a complex solution Alliance and Sales environment, managing leadership stakeholders.
- Demonstrated relevant alliance management experience.
- Experience in a professional services organisation is preferable.
- Experience of working within SAP is preferable.
- Strong experience in reporting and communications.
