EMA ServiceNow Director

2 weeks ago

London, Greater London, United Kingdom KPMG Full time
Job Description

Job Summary

The ServiceNow Sales Director will be responsible for identifying and coordinating sales opportunities across EMA within the assigned Sector(s), including Global, Global Platinum, or Strategic Growth Accounts. This role requires developing and managing pipeline, driving bookings growth, and interfacing with ServiceNow Sales Account Executives to ensure a coordinated GTM approach and sales leading practices.

Key Responsibilities

  • Proactively work on leads, opportunities, and proposals, bringing added value, expertise, collateral, best judgment on capabilities, and quality assurance to the member firms' client/deal teams.
  • Reach out to Member firms and ensure that active or incoming leads as well as major opportunities are appropriately surfaced and supported.
  • Develop and manage trusted sales relationships alongside the KPMG Delivery Network (KDN), ServiceNow Practices, Client Service Teams, and Alliance Sales counterparts.
  • Client-facing role aligned by assigned Sector(s), including Global, Global Platinum, or Strategic Growth Accounts.
  • Understand client's industry, business, and KPMG solutions.
  • Have a strong technical understanding of the ServiceNow platform.
  • Act as the point of sales integration across the account on behalf of KPMG, bringing together required stakeholders, like the KPMG Delivery Network, Member Firms, and Corridors with ServiceNow Account Executives.
  • Drive demand and lead generation activities for priority solutions that are ServiceNow alliance-enabled with the EMA teams.
  • Collaborate with other Regional Alliances Sales Teams where required.
  • Ensure that sales initiatives are sufficiently robust and measurable (pipeline and booking goals).
  • Work closely with KPMG Member firms/Client Service Teams, ServiceNow Sales, and Services teams to develop a holistic view of all KPMG-ServiceNow mid to long-term sales opportunities; define/qualify joint account activity and create the required engagement models and sales plan to be successful.
  • Contribute to regular reviews of the consolidated EMA ServiceNow pipeline.
  • Work closely with the EMA ServiceNow Alliance Sales Lead, EMA ServiceNow Platform Leader, EMA ServiceNow Alliance Leader, and local Practice Leaders.
  • Identify KPMG-ServiceNow Alliance Sales risk factors, working closely with the EMA ServiceNow Platform Leader, and EMA ServiceNow Alliance Leader to define an action plan and implement remediation actions.

Deliverables and Accountabilities

  • Contribute to the target sales quota for assigned Sector(s).
  • Own industry sales approach for ServiceNow for one or more of the following areas: Financial Services, Infrastructure, Government, Healthcare, Industrial Manufacturing, Consumer and Retail, Technology, Media and Telco, Life Sciences, Healthcare, and other areas when required.
  • Contribute to the achievement of EMA Member Firms' annual bookings targets.
  • Build strong relationships with key stakeholders within KPMG and with ServiceNow (focus on Account Leaders).
  • Deliver EMA-wide ServiceNow sales and technical Best Practices that enable KPMG to respond quicker and more effectively to large sales opportunities.
  • Ability to work under pressure, manage numerous projects simultaneously across multiple time zones, and deliver within set timeframes.
  • Receive positive feedback from member firms and ServiceNow teams.

Requirements

  • Significant technology solution sales and business development experience with a proven record of selling complex services and solutions.
  • Strong Technical understanding of the ServiceNow platform.
  • Sales and Business Development experience in Big 4 a plus but would consider relevant EMA/Global sales experience.
  • Previous ServiceNow or ServiceNow Partner a plus.
  • Strong sales and sales management skills with attention to detail coupled with the ability to think big.
  • Motivated, proactive, and hard-working team player who is results-driven, action-oriented, and outcomes-focused that can motivate teams to exceed goals.
  • A fast learner and well-organized.
  • A proactive communicator with excellent verbal and written English communication skills (both verbal and written).
  • Confident and proactive in the adoption and use of technology, including a high degree of MS Office skills.
  • Strong and proven relationship-building skills, able to hold their own with senior leaders.
  • Cultural awareness and understanding are essential.
  • Previous experience working across functions and geographies will help you succeed.

Leadership and Behaviors

  • Consistently demonstrates KPMG values Integrity, Excellence, and Courage, Together, For Better.
  • Inspires others by developing and motivating others, being a champion of inclusion, and connecting individuals by building collaboration.
  • Demonstrates a growth mindset by growing self, others, and relationships through self-awareness, innovation, and an exceptional client experience.
  • Makes an impact by driving quality, bringing strategic perspective, and tackling difficult decisions by exercising sound, ethical business judgement.
  • Role models and drives the KPMG Story.

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