Kpmg Europe Middle East

2 months ago

London, United Kingdom KPMG Full time

**Job details**:
**Location**:London, Watford

**Capability**:International

**Experience Level**:Director

**Type**:Full Time or Part Time

**Service Line**:International

**Contract type**:Secondment

**Job description**:
Working with the EMA Head of Alliances, EMA Microsoft Platform Lead and the Global Microsoft Alliance Director, the EMA Alliance Lead is responsible for developing and managing the regional Alliance between Microsoft and KPMG.

**Industry, Account & Solution Development**:

- Support EMA Alliance Sales Microsoft in increasing the contribution of the Microsoft Alliance to KPMG’s business on an EMA level
- Align with relevant priority EMA Industry and sector leaders, both at KPMG and Microsoft, to identify sector-focused strategies and align target accounts to leverage Microsoft-related solutions (Step 1)
- Work with Global Lead Partners (KPMG) / Accounts Leads (Microsoft) of selected accounts to create dedicated account business plans and implement regular review (Step 2)
- Attract and leverage Microsoft Alliance Marketing and business development funding and deploy successfully towards Go-to-Market initiatives (i.e., Solution development Strategic ‘New Logo’ Deal funding, Industry / Client events)
- Gather and channel identified EMA Microsoft solution gaps to Global development teams, and implement a regular review process

**Alliance Planning & Member Firm Onboarding / Programs**:

- Lead the development and approval of a joint EMA business plan that is aligned with the KPMG Global and EMA Alliances’ Strategic Growth Plan that includes clear Revenue goals and investment needs
- Work with member firms and the Alliance Partner stakeholders to develop and execute annual member firm-specific business plans
- Oversee all aspects of onboarding, as well as contracting/contract negotiations required to be a functioning alliance partner for the individual EMA member firms
- Onboard member firms to the external Microsoft programs and portals and enable them to capture and record required KPIs on an ongoing basis, supported by the EMA Alliance Operations team

**Community & Governance**:

- Collaborate with the Alliance teams in the KPMG EMA member firms and align with their respective Alliance counterparts at Microsoft, establishing an active community, including regular update calls
- Manage regular reviews of consolidated Alliance-related pipeline and work closely with EMA Microsoft Alliance Sales team to support pursuits
- Manage EMA Microsoft Alliance governance through executive contact facilitation, operational reviews (QBRs), and effectively manage the constant & frequent communication between both organisations
- Work with EMA member firm Alliance Directors to ensure that pipeline generation, booking reports, and fiscal planning are accurately captured and shared together with the EMA Alliance Operations Team

**Relationship Management**:

- Build high-value relationships with Microsoft EMA Executives, Alliances Leadership, and other relevant key stakeholders
- Build relationships with senior leaders across member firms and throughout the EMA network functions including Advisory, Audit, Tax & Legal
- Build and foster relationships as well with other KPMG EMA Priority teams (Powered, Connected, Trusted, Cloud, Cyber, ESG, etc.) and ensure visibility and integration of Microsoft Alliance into any EMA-specific or Global initiatives

**Skills and experience**
- Strong Alliance and project management skills
- Significant consulting experience in the technology enablement/solutions area with a proven record of building effective joint business plans and successfully driving Go-To
- Market initiatives
- Experience with the Microsoft platform offerings as well as a strong network with relevant Executive Microsoft Stakeholders in the EMA Region
- Motivated, pro-active, and hard-working team player who is results-driven, action-oriented, and outcomes-focused
- Hands-on, diligent, attention to detail, a fast learner, and well organised
- Show initiative in identifying areas of improvement and push the organization to implement remediation actions
- Ability to work under pressure, manage numerous activities 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 and use of technology
- Strong and proven relationship-building skills, able to hold their own with senior leaders
- Cultural awareness and understanding are essential
- A proactive communicator with excellent verbal and written English communication skills (both verbal and written). Additional European language proficiency (Dutch, French, German, Italian, Spanish) is welcomed.
- Previous experience working across functions and geographies

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