EMA Oracle Alliance Lead

EMA (Europe, Middle East and Africa) Cooperative Context and Background

The EMA Community is made up of people working on secondment for EMA Co-operative in Advisory, Audit, Tax & Legal, Clients & Markets, Finance, People and Risk, Quality and Regulatory (EMA Co-opTeams). EMA Co-op Teams work closely with KPMG International to support Member Firms across the EMA region in a consistent and efficient way and play an important role in supporting EMA Member Firms to achieve our Trust and Growth ambitions through our Collective Strategy and promoting consistency and collaboration in our ways of working. EMA Co-op teams do not provide professional services to clients.

For more information, please visit our portal EMA Community ).

Role Summary

KPMG maintains a robust network of strategic Alliances and partnerships with leading technology, data, and services organisation, including Microsoft, SAP, Oracle, Salesforce, and ServiceNow. These Alliances enable KPMG to deliver global reach, enhanced value, and a comprehensive suite of transformational capabilities and solutions to address clients' most critical needs and challenges.

As a member of the EMA Alliances team, the role holder will contribute to the growth objectives of KPMG member firms through effective alliance management of the Oracle Alliance. This includes maintaining consistency and collaboration to position KPMG as the preferred choice for clients and Oracle. The primary focus will be on developing, expanding, and managing the Oracle Alliance within the EMA region, as well as strengthening KPMG's regional relationship with Oracle.

The role holder will also collaborate with the Global Oracle Alliance Director and counterparts in ASPAC and the Americas to ensure the successful implementation of the Global Oracle Strategy across regions and to facilitate network-wide collaboration.

The role will report to our EMA Head of Alliances and EMA Oracle Alliance Platform Lead, with input from Global Oracle Alliance Director.

Key Accountabilities

The EMA Oracle Alliance Lead, working with the EMA Head of Alliances, EMA Oracle Platform Lead, and the Global Oracle Alliance Director, is responsible for developing and managing the regional alliance relationship between Oracle and KPMG.

Industry, Account & Solution Development:

• Lead the Oracle Alliance relationship in the EMA region, collaborating with the Oracle Global Alliance Director
• Support the EMA Oracle Alliance Sales Team in increasing the Oracle Alliance's contribution to KPMG's EMA business
• Align with key EMA Industry and sector leaders at both KPMG and Oracle to identify sector target accounts for Oracle-related solutions, in conjunction with the Global Alliance Director
• Collaborate with Global Lead Partners (KPMG) and Account Leads (Oracle) for selected EMA accounts to develop dedicated account business plans and implement regular reviews
• Utilization of the Oracle Alliance marketing and business development funding to deploy Go-to-Market initiatives, including solution development, strategic 'New Logo' Deal funding, and industry/client events
• Support the Go-to-Market strategy for Oracle local developments and campaigns, ensuring knowledge sharing of solutions across member firms
• Work with EMA Clients and Markets leadership to build strong KPMG/Oracle relationships and Go-to-Market alignment

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 (targets) and investment needs
• Work with member firms and the Local Alliance Partner to develop and execute annual member firm-specific business plans
• Organize and monitor regular updates with local Oracle country Alliance leadership and local partners
• Oversee all aspects of onboarding, as well as contracting, contract negotiations require a functioning alliance partner for the individual EMA member firms
• Onboard member firms to the external Oracle programs and portals and enable them to capture and record required KPIs on an ongoing basis, supported by the EMA Alliance operations team – in coordination with the Global Oracle alliance approach
• Follow-up on Oracle certifications requirements and ensure the local L&D path is aligned to the Global Alliance strategy region alongside EMA Oracle sales team

Relationship Management:

• Build high-value relationships with Oracle EMA executives and Alliances Leadership and relevant key stakeholders
• Be the EMA point of contact for the relationship with Oracle at EMA regional level
• 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 (Velocity, Cloud, Cyber, ESG, etc.) and ensure visibility and integration of Oracle Alliance into any EMA-specific or global initiatives

Community & Governance:

• Collaborate with the Member Firm Oracle Alliance teams in EMA and align with their respective Alliance counterparts at Oracle establishing an active community, including regular update calls
• Manage regular reviews of consolidated Alliance-related pipeline and work closely with EMA Oracle Alliance sales team to support pursuits
• Manage EMA Oracle Alliance governance through executive contact facilitation, operational reviews (QBRs), and effectively manage the constant & frequent communication between both organizations
• Work with EMA member firm alliance directors to ensure that pipeline generation, booking reports, cross-alliance opportunities, and fiscal planning are accurately captured and shared together with the EMA alliance operations team
• Develop and implement key metrics to monitor and report on Oracle Partner performance
• Ensure the accurate reporting for Oracle monthly bookings and opportunities for the region alongside EMA Oracle sales team

Technical Skills & Qualifications

• Agree and implementation of EMA Alliance plan aligned to Global Alliance strategy including revenue/bookings targets
• Monitor the execution of the Global Alliance plan in the EMA region and Member Firms
• Key accounts / Global Platinum / EMA Growth accounts per sector agreed and Alliance-related strategy plus business plans implemented
• Support the achievement of annual alliance bookings targets in EMA
• Strengthen and maintain key executive relationships between KPMG and Oracle
• Input of EMA requirements into the development of co-funded KPMG-Oracle-based solutions and services
• Monitoring and utilization of agreed investment target (funding provided by Oracle)
• Collaborate on a few alliance-based solutions, which can be leveraged from one country to others in the region, with an agreed marketing and communications strategy between the Alliance partner and KPMG to drive market perception
• Proactively seek feedback from regional Alliance Lead Partners on the EMA Alliance team and support the continuous improvement of our services
• Maintain and share positive feedback from all relevant KPMG and Oracle Stakeholders with EMA Alliance Leadership
• 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

Experience & Knowledge

• The candidate must have 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
• Strong experience with the Oracle platform offerings as well as a strong network with relevant Executive Oracle 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

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