Alliance Market Lead ServiceNow

About

The Alliance Market Lead – ServiceNow is an Associate Director-level role responsible for growing signed, delivering and revenue-generating ServiceNow engagements across Africa. The role manages KPMG’s commercial relationship with ServiceNow, develops the joint pipeline, shapes ServiceNow-led opportunities into KPMG propositions, and drives alliance-originated deals through bid-to-close. Candidates need a relevant degree and at least 10 years’ experience in technology sales, business development or alliance management, including at least five years in a ServiceNow partner ecosystem context.

How to apply

Complete the mandatory “Alliance Market Lead ServiceNow – Candidate’s Summary” link alongside your application to talentrecruit@kpmg.co.ke, quoting ‘Alliance Market Lead – ServiceNow’. The role will be shortlisted on a rolling basis.

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Responsibilities

• Own and develop KPMG's ServiceNow alliance pipeline across Africa - maintaining a live, qualified pipeline of opportunities valued at 3–5× personal revenue target.
• Build and maintain relationships with ServiceNow's partner sales team, solution consultants, industry executives, and alliance managers across African markets.
• Attend ServiceNow partner forums, Knowledge conference, and joint account planning sessions as KPMG's primary commercial representative.
• Identify and qualify ServiceNow-led opportunities - positioning KPMG for SecOps, IRM, ITSM, HR Service Delivery, and Customer Service Management implementations.
• Develop joint go-to-market propositions with ServiceNow that leverage KPMG's Elite Partner status and differentiated delivery capability.
• Shape complex ServiceNow opportunities into commercially viable KPMG propositions - working with the ServiceNow Architecture Lead (Block B) to ensure solutions are technically sound and deliverable.
• Lead proposal development, commercial structuring, and bid management for ServiceNow alliance-originated opportunities.
• Manage the end-to-end bid-to-close process - coordinating KPMG's pursuit team, ServiceNow deal desk, and client stakeholders.
• Ensure clean pipeline-to-delivery handoffs - handing signed engagements to the delivery team with a clear scope, budget, delivery model, and alliance support plan.
• Maintain accurate pipeline forecasts and conversion rate tracking for the T&I leadership team.
• Manage KPMG's ServiceNow Elite Partner relationship - including partner agreement compliance, deal registration, certification tracking, and partner performance metrics.
• Coordinate with the ServiceNow Architecture Lead to ensure KPMG's technical delivery capability supports Elite Partner certification requirements.
• Participate in ServiceNow's partner advisory board and Elite Partner governance processes.
• Contribute to KPMG's ServiceNow joint business planning process, including annual planning and quarterly business reviews with ServiceNow's partner team.

Qualifications

• Relevant degree in Business, Technology, or a related field.
• ServiceNow Sales certifications preferred (Accredited Sales Engineer or equivalent).
• Minimum 10 years of experience in technology sales, business development, or alliance management, with at least 5 years in a ServiceNow partner ecosystem context.
• Proven track record of personally originating and closing ServiceNow-led technology deals.
• Deep understanding of ServiceNow's partner programme, Elite Partner requirements, and commercial incentive structures.
• Established network within ServiceNow's partner and enterprise sales organisation.
• Alliance fluency: expert understanding of ServiceNow's partner commercial model, Elite Partner programme, and co-sell dynamics.
• Commercial drive: motivated by pipeline development and revenue conversion - comfortable with hard targets and regular performance measurement.
• Deal shaping able to structure complex ServiceNow opportunities into commercially viable, delivery-ready KPMG propositions.
• Relationship management: builds trusted relationships with ServiceNow partner teams and client decision-makers at CIO and CDO level.
• Collaboration: bridges the commercial and technical worlds - works closely with ServiceNow Architecture Leads and delivery teams.
• Market knowledge: understands the ServiceNow market dynamics, competitive landscape, and customer adoption patterns in African markets.
• Market Intelligence: Demonstrate commercial awareness with sound knowledge of matters affecting the market.
• Business development entrepreneurial mind-set and ability to identify opportunities and develop high quality proposals.
• Personal effectiveness - Excellent report-writing and presentation skills.