Senior Alliances Manager, Management Consulting

at  KPMG

Overview:
At KPMG, you’ll join a team of diverse and dedicated problem solvers, connected by a common cause: turning insight into opportunity for clients and communities around the world.
Would you like to be part of a team that is redefining the IT industry? KPMG is leading the next paradigm shift in computing and is looking for a Senior Alliance Manager to develop relationships and manage the success of our Independent Software Vendors (ISVs) and other business alliances. The ideal candidate will drive successful partnerships, engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and KPMG sales/ Partners.
Responsibilities will include managing strategic relationships with our key application ISVs to help them grow their business.

What you will do:

• Growing business relationships, and driving Alliance plans with each assigned partner(s) to increase KPMG top line revenue growth and overall market adoption of these Alliance solutions running on KPMG
• Manage and work with a select group of partners and our Sales2.0 team to define and execute joint sales and Go to Market (GTM) programs
• Engage field sales organization, channels and end customers to create and drive revenue opportunities for KPMG for your Alliances
• Work with cross-functional teams and your alliances to create and execute strategic business plans, and to originate new business sales opportunities.
• Evangelize the Alliance solution and value proposition internally through KPMG and externally with partners & customers
• Driving specific sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders
• Work closely with the Alliance’s customer base to ensure they are successfully using KPMG services
• Establish KPMG as the Alliance’s preferred GTM vendor platform across all product and service lines
• Work with Engage and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews, specific to your Alliances, to the senior management team.
• Assist with complex contract negotiations; and serve as a liaison to the legal group and MC Leadership

What you bring to this role:

• 10+ years of partner sales or business development experience in the software/technology industry
• Strong technical acumen, along with working knowledge of the enterprise application ISVs and supporting ecosystems
• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The candidate must have driven complex campaigns and partner sales. The position also requires a strong technical acumen, along with working knowledge of the enterprise application ISVs in the Canadian market
• Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners
• Experience engaging and influencing C-level executives
• Track record of successfully owning, driving and managing partnerships against quarterly targets
• Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models
• Experience developing unique joint value propositions and product strategy within KPMG and in the partner organization
• College Diploma or University Degree, preferably in a Computer Science/Business or a related discipline, having an MBA is an asset
• Verbal and written communications skills are a must, as well as experience working across internal and external organizations.
• Global alliance and sales account management is an asset
• Knowledge of KPMG and Infrastructure technologies, services and standards is an asset

What you will do:

• Growing business relationships, and driving Alliance plans with each assigned partner(s) to increase KPMG top line revenue growth and overall market adoption of these Alliance solutions running on KPMG
• Manage and work with a select group of partners and our Sales2.0 team to define and execute joint sales and Go to Market (GTM) programs
• Engage field sales organization, channels and end customers to create and drive revenue opportunities for KPMG for your Alliances
• Work with cross-functional teams and your alliances to create and execute strategic business plans, and to originate new business sales opportunities.
• Evangelize the Alliance solution and value proposition internally through KPMG and externally with partners & customers
• Driving specific sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders
• Work closely with the Alliance’s customer base to ensure they are successfully using KPMG services
• Establish KPMG as the Alliance’s preferred GTM vendor platform across all product and service lines
• Work with Engage and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews, specific to your Alliances, to the senior management team.
• Assist with complex contract negotiations; and serve as a liaison to the legal group and MC Leadershi

What you bring to this role:

• 10+ years of partner sales or business development experience in the software/technology industry
• Strong technical acumen, along with working knowledge of the enterprise application ISVs and supporting ecosystems
• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The candidate must have driven complex campaigns and partner sales. The position also requires a strong technical acumen, along with working knowledge of the enterprise application ISVs in the Canadian market
• Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners
• Experience engaging and influencing C-level executives
• Track record of successfully owning, driving and managing partnerships against quarterly targets
• Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models
• Experience developing unique joint value propositions and product strategy within KPMG and in the partner organization
• College Diploma or University Degree, preferably in a Computer Science/Business or a related discipline, having an MBA is an asset
• Verbal and written communications skills are a must, as well as experience working across internal and external organizations.
• Global alliance and sales account management is an asset
• Knowledge of KPMG and Infrastructure technologies, services and standards is an asse