Job Description

Summary

Technology and Alliances are critical to the firm\'s growth. Market analysis consistently points to the fact that clients will spend more on technology and digital transformation than any other form of consulting/support now and in the near future. KPMG\'s brand needs to be synonymous with digital transformation. Our growing solutions underpinned by Salesforce and Medallia technologies will ensure we thrive in this environment.

As part of the UK Technology and Alliances team, you will play an integral role in helping the firm meet our collective Trust and Growth ambition. Your role will also support the firm\'s ambition to grow market share through enabling our Technology, Alliances and Technology Sector strategy, including growing the Salesforce practice.

Your role will focus on leading our Salesforce (circa. 75% time) and Medallia (circa. 25% time) Alliances in the UK, working with local Sales, Practice and Consulting Leads plus our Global Leads for the alliance.

As well as establishing and growing relationships within our Salesforce and Medallia partnerships, this role presents an exciting opportunity to build relationships with senior leaders across KPMG UK e.g. Priority LOB/Sector/Channel Heads, Priority CLPs, Connected Tech, Consulting, PWD, Tax and Legal, DA, Audit, etc. You will also work closely with KPMG Ireland to bring a \'UK/I\' lens to these alliances.

Role

As an Alliance Lead, you will be responsible for co-defining, initiating, implementing, and managing a broad range of strategic and revenue-generating initiatives between KPMG and our partners.

Working across KPMG\'s Business Development Director\'s in sectors and service lines, you will look to understand where there is client demand for joint KPMG and Salesforce / Medallia differentiated offerings, help set the strategy and plan to take those offerings to market.

Your key responsibilities will be driving lead origination to BDDs and maintaining discipline to ensure the success of the partnership. To be successful, this role will be responsible for transparency into the alliance partnerships and rigor around the governance model.

The role excellent collaboration and negotiation skills to navigate a matrix of internal and external stakeholders in two complex organisations. It needs a strong understanding of Salesforce and Medallia capabilities, how they can combine in differentiated ways to create value for our clients and strong origination and business development acumen to drive to market. The candidate must have honed and experienced commercial and operational discipline to execute on KPMG and Salesforce and Medallia ambitions creating the right structures and cadence to execute on our ambitions.

Key Responsibilities

• Understand and articulate the total addressable market for Salesforce and Medallia, KPMG\'s market share and growth ambition
• Evolve the vision, objectives, and scope for the partnerships working closely with Business Development Directors and Sector leads to define
• Create and agree the 3 year and FY plan to execute on the ambition
• Understand the costs and benefits for the partnerships
• Create clarity on needs and expectations for both partners, measured and maintained in a transparent way
• Jointly develop and measure key success factors across the right strategic, commercial, cultural, and operational metrics with both Salesforce and Medallia
• Map and manage key relationships between the partners at all levels with engagement alignment with KPMG counterparts
• Working with Business Development Directors, define and measure how we build trust at all levels of the partnerships
• Maximise KPMG\'s marketing and brand awareness with the alliance, including organising events, creating campaigns using KPMG content and maintaining a presence at Salesforce Tower / Medallia
• Identify and monetise joint innovation to differentiate the partnerships (including seeking influence monies - where appropriate and agreed with Risk)

Deliverables and accountabilities

• Validate UK Alliance plans aligned to Alliance strategy including revenue/bookings targets (and ensuring achieving Salesforce and Medallia\'s own metrics too); inclusive of agreed timelines, milestones and governance.
• Demonstrate progress in execution of the UK Alliance plan
• Alliance-related strategy built with Business Development Directors and Sector Leads implemented across Priority Sectors and Accounts
• Increased UK leads, pipeline value and conversion rate
• Achievement of annual alliance bookings targets
• Establish and strengthen key relationships between KPMG and Salesforce and Medallia
• Development of co-funded KPMG - Salesforce and Medallia based solutions
• Agreed marketing, comms, and PR strategy between Salesforce, Medallia and KPMG to drive market perception and customer growth
• Positive feedback from UK Salesforce and Medallia business leads and sponsors
• Overall governance of the Salesforce and Medallia relationships in all related aspects in the UK

Skills and experience

• Significant consulting experience in the technology enablement / solutions area with a proven record of selling and delivering complex services and solutions
• Experience of the Salesforce and Medallia\'s (or similar) 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, curious 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 and use of technology
• Strong and proven relationship building skills, able to hold their own with senior leaders
• Geographic and KPMG cultural awareness and understanding are important
• Previous experience of working across functions and geographies
• Able and available to travel internationally (subject to feasibility)
• Comfortable with KPMG\'s Values and expected behaviours

Leadership and behaviors

• Role models purpose-driven and values-led leadership. Consistently demonstrates KPMG values Integrity, Excellence, Courage, Together, For Better.
• Inspires others by developing and motivating others, being an advocate 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.

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KPMG