Job description
UK Alliances – ServiceNow Lead – Senior Manager
ServiceNow is one of KPMG UK’s five strategic Technology Alliances for Advisory.
The role is for a Senior Manager and would suit a candidate who is already or looking to develop their career in a Business Development Manager (BDM) / Client Partner direction. Experience of working with ServiceNow would be an advantage, but it is not a pre-requisite, together with a keen interest in how technology and AI based business solutions deliver client business value.
The ServiceNow Alliance role is for a candidate who enjoys working in a self-starter environment. The primary skills required to be successful in the role are seen as follows:
Manage KPMG’s Relationship with ServiceNow
1. Essential to success will be the ability to interact and build trusted working relationships both internally and externally. The candidate will need to be able to drive multiple relationships between key stakeholders both within KPMG and ServiceNow including at a sector, account and senior executive level. This is with the key objective of achieving the sales/revenue growth targets the ServiceNow solutions offer KPMG UK.
2. In addition, to liaise at a KPMG Global level on the wider ServiceNow relationship.
Drive Business Development
3. The role requires understanding ServiceNow’s key growth areas and where there is high market demand for propositions that could be delivered by KPMG Services. The candidate will need the ability to develop and coordinate effective KPMG-Go to Market business development campaigns around these ServiceNow propositions, including the new Velocity methodologies, using metric based account targeting.
4. Also, to coordinate the relationships between the KPMG Account and ServiceNow Sales teams to successfully deliver the Go to Market objectives. This will include managing sales meetings and regular client facing situations around opportunities.
External Market Awareness
5. Helping to develop, arrange and attend KPMG participation at ServiceNow led external business development events. Then organising the coordinated follow up of all sales opportunities with the various KPMG Account teams.
6. An important part of the role will include building KPMG market presence within the ServiceNow ecosystem using marketing and social media channels.
Define and Maintain Alliance Governance
7. Managing the regular governance of the ServiceNow alliance and reviewing its targets at a Quarterly Business Review (QBR) level with the Executive Sponsors from both KPMG and ServiceNow.
8. Leading and supporting on all contractual arrangements between KPMG and ServiceNow, including Partner Agreements, to ensure excellent Quality and Risk Management (QRM) standards are met.