Global Alliance Director

7 days ago

Birmingham, United Kingdom KPMG-UnitedKingdom Full time

**Job description**

**The team**

KPMG has built a strong network of Strategic Alliances with some of the world's leading technology, data, and services companies, including Microsoft, Coupa, Microsoft, IBM, Oracle, ServiceNow, Salesforce & Workday. Together, we offer global reach, added value and a combined portfolio of transformational capabilities and solutions that are designed to help solve the most pressing challenges our clients face today.

As part of the Global Alliances team, you will play an integral role in helping KPMG member firms meet their alliance-enabled growth ambitions; promoting consistency and collaboration and helping to ensure that KPMG becomes the most trusted choice for our clients.

**The role**

Working with the Global Microsoft Alliance Lead Partner is responsible for developing and managing the global Alliance between Microsoft and KPMG, including building high-value relationships, and driving a joint go-to-market (GTM) approach that will deliver a step change in sales growth across the KPMG network. The role also presents an exciting opportunity to build relationships with senior leaders across member firms throughout the global network.

Specific responsibilities:

- Drive increase in contribution of the Microsoft Alliance to KPMG's business on a global level
- Understand and help meet Microsoft's needs and partnering drivers. Manage and help ensure fulfilment of expectations (aligned definitions of success, aligned resource plans, joint target account lists, joint GTM plans and governance)
- Lead the development and approval of a joint business plan that is aligned with the KPMG Global Alliances' Strategic Growth Plan that includes clear Revenue goals and investment needs
- Lead the development and execution of a global Industry plan that is aligned with the global Microsoft 360 strategy, global sectors as well as with Microsoft's Industry Cloud's. The plan should lead to sector specific portfolio of assets to be sold at scale.
- Establish and execute Global Sales Go-to-Market governance and co-selling best practices, including a Big Deals program. In addition, development of MS Sales content strategy and execute in collaboration.
- Agreed global Microsoft Industry Sales Activation and Go-to-Market plan aligned to global Microsoft Alliance and sector strategy including revenue/bookings targets
- Support Member Firms and account teams globally and locally to identify opportunities to leverage Microsoft's technology to identify, define and drive innovative solution development in key vertical and horizontal areas
- Collaborate with the Alliance teams in the KPMG member firms and align with their respective Microsoft counterparts
- Work with member firm Alliance Directors to ensure that pipeline results, booking reports, fiscal planning are accurately captured and shared for his/her member firm
- Align with relevant priority global sector leaders to identify sector-focused strategies that leverage Microsoft-related solutions
- Manage Alliance and Sales GTM governance though executive contact facilitation, operational reviews (QBRs), and manage the constant & frequent communication between both organisations
- Work with member firms and the Alliance Partner stakeholders to develop and execute a joint annual marketing plan
- Oversee all aspects of contracting / contract negotiations required to be a functioning alliance partner

**Deliverables and accountabilities**
- Agreed global Microsoft Alliance plan aligned to global Alliance strategy including revenue/bookings targets
- Progress in execution of the global Alliance plan in regions and countries
- Alliance-related strategy implemented within key accounts / Global Platinum accounts plan
- Increased global pipeline value and conversion rate
- Achievement of annual alliance bookings targets
- Strength of key relationships KPMG-Microsoft
- Development of co-funded KPMG-Microsoft based solutions
- Number of Alliance based solutions leveraged from one country to others
- Agreed marketing and comms strategy between Microsoft and KPMG to drive market perception
- Positive feedback from national Alliance Lead Partners

**Skills and experience**
- Strong Alliance and project management skills
- Significant consulting experience in the technology enablement / solutions area with a proven record of selling and delivering complex services and solutions
- Experience with the Microsoft cloud platform offerings
- Motivated, pro-active, and hard-working team player who is results-driven, action oriented and outcomes focused
- Attention to detail, a fast learner and well organised
- Show initiative and be able to pick up and run with new projects quickly, take on responsibility
- Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- A proactive communicator with excellent verbal and written English communication skills
- Confident and proactive in the adoption a

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