The SAP Alliance Lead is responsible for managing and developing the strategic partnership between KPMG and SAP, focusing on driving business growth by leveraging SAP solutions to deliver client services across various industries, including identifying new sales opportunities, leading joint go-to-market initiatives, and ensuring seamless integration between KPMG's expertise and SAP's technology offerings.
We require an outstanding Alliance professional, with extensive client-facing experience, knowledge of SAP and related propositions, and sales leadership skills to capitalize on the growth opportunities within the SAP business for KPMG.
The “new” SAP Alliance offers a significant market opportunity for KPMG, especially as many companies need to upgrade from legacy on-premise SAP systems (or other enterprise systems) to cloud-based solutions like S4HANA.
Description of Role
As an Alliance Lead, you will be responsible for:
1. Developing, nurturing, and maintaining key relationships with the Alliance Partner, acting as the primary contact and the "face of" KPMG.
2. Interfacing regularly with the Alliance Team at our partners, chairing weekly update meetings, and taking decisive actions.
3. Enhancing our brand within the partner ecosystem to ensure KPMG is recognized as a preferred implementation and consulting partner.
4. Drafting, agreeing, and executing a go-to-market plan with our Alliance Partner, which includes:
* Fostering key relationships with stakeholders at the partner organization.
* Generating demand and activating joint initiatives.
* Identifying and pursuing collaborative opportunities and targets.
* Prioritizing efforts and defining success metrics.
1. Maintaining ongoing governance of the plan and our relationship, providing regular updates to senior stakeholders, and tracking progress against KPIs.
2. Making necessary introductions between key personnel and monitoring progress.
3. Organizing networking events and participating in Alliance-led initiatives, including overseas travel if required.
4. Engaging proactively with clients and targets alongside the Alliance Sales Team to promote KPMG’s capabilities.
5. Supporting contractual arrangements to ensure quality and risk management, including managing alliance and reselling contracts.
This role requires flexibility to respond to demand in high-growth areas enabled by our alliance channel.
Role Dimensions
Success depends on your ability to build trusted relationships both internally and externally. You will manage multiple stakeholder relationships and respond flexibly to demand across high-growth sectors, often working onsite with partners several days a week.
Impact, Risk, Accountability & Governance
Your work will significantly impact our alliance pipeline and market presence, helping position KPMG as the partner of choice within the technology ecosystem.
The Person
We seek passionate, energetic, articulate, and driven individuals who can enhance our brand, reputation, and market share. The role demands a balance of business development, sales origination, account management, self-motivation, and adaptability.
* Ability to build trusted relationships and drive value-adding discussions.
* Confidence interacting at multiple stakeholder levels.
* Inquisitiveness, strong questioning and listening skills, and strategic thinking.
* Effective networking and external profile development.
* Maturity, influencing skills, diplomacy, positivity, and enthusiasm.
* Organized, detail-oriented, proactive, resilient, and capable of working under pressure.
KPMG Overview
KPMG in the UK offers Audit, Legal, Tax, and Advisory services through a global network of over 16,000 colleagues. We aim to be a place where great people do their best work, fostering a collaborative and inclusive culture, leveraging technology for flexible working, and supporting our communities. Our mission is to support the UK in a connected world, guided by our values: Courage, Integrity, Excellence, Together, and For Better.
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