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ASPAC Microsoft Alliance Director

Function(s):  Advisory
Work Type:  Permanent
Job Categories:  Experienced Hires
Start Date for Applications:  21 Apr 2024
Closing Date for Applications: 

KPMG in Singapore is part of a global organization of independent professional services firms providing Audit, Tax and Advisory services. We operate in 143 countries and territories with more than 273,000 partners and employees working in member firms around the world. Each KPMG firm is a legally distinct and separate entity and describes itself as such. KPMG International Limited is a private English company limited by guarantee. KPMG International Limited and its related entities do not provide services to clients.

KPMG in Singapore is part of a global organization of independent professional services firms providing Audit, Tax and Advisory services. We operate in 143 countries and territories with more than 273,000 partners and employees working in member firms around the world. Each KPMG firm is a legally distinct and separate entity and describes itself as such. KPMG International Limited is a private English company limited by guarantee. KPMG International Limited and its related entities do not provide services to clients.

ASPAC Regional Team

As part of the Regional Alliances team, you will play an integral role in helping Asia Pacific KPMG Firms meet our collective Trust and Growth ambition, promoting consistency and collaboration, so that KPMG Inspires Confidence and Empowers Change for our clients and talent. This role presents an exciting opportunity to build relationships with senior leaders across member firms throughout the Asia Pacific region.

The role

Reporting to the KPMG ASPAC Head of Alliances, you will drive the Microsoft strategic alliance across the ASPAC region (12+ countries) and support the KPMG Member Firms to build and grow the Microsoft Alliance business in their country in alignment with the global alliance strategy. This involves developing a regional alliance plan to grow KPMG services by implementing Microsoft technologies, establish priority sell-with, build-with and buy-from motions in conjunction with regional market specificities.

 

The role will be both Alliance Partner facing, internal, and client facing as required, meeting with Microsoft leadership, sellers and relevant stakeholders to help determine joint go-to-market offerings, sales and pipeline development and to facilitate the smooth running of the Microsoft Alliance for KPMG across Asia Pacific.

 

The Alliance Director will build deep and trusted KPMG relationships with the individual KPMG alliance partners, client lead partners, and divisional leaders, working with them to define market priority sectors, alliance-based solutions, and the associated target market and accounts.

 

The Alliance Director will be involved in key multi-million-dollar pursuits across the region that involve alliance partnering and attend selected client service team’s meetings for strategic accounts to better understand where alliances can be positioned to drive sales and opportunities.

 

The Alliance Director will review the end to end alliance process, in conjunction with the wider KPMG stakeholders, and implement enhancements to streamline where appropriate. They will work with Global and Member Firm Alliance Operations to ensure all Alliance related tracking and reporting is carried out effectively.

Deliverables and accountabilities

  • In conjunction with the ASPAC Head of Alliances, the role has responsibility for ensuring alliance partner governance processes are followed (e.g. joint pipeline / relationship reviews are carried out with the alliance partner and KPMG)
  • In conjunction with the ASPAC Head of Alliances, work with industry and divisional leads to identify white space in the alliance market for KPMG, and pro-actively target alliance partners that can enhance KPMG’s offerings
  • In conjunction with the ASPAC Head of Alliances, work with KPMG Regional and Member Firm Industry leaders, Business Function Leaders and Technical Consulting Leaders to identify white spaces in the alliance market for KPMG, and pro-actively target alliance partners that can enhance KPMG’s offerings
  • Work with Global, Regional and Member Firm KPMG leaders and the Alliance Partner leadership to develop strong alliance based value propositions, which will clearly define the alliance Unique Value Proposition.
  • Work with Global, Regional and Member Firm KPMG alliance lead partners to develop sales strategies and set revenue targets and budgeting for the Microsoft alliance
  • Liaise with KPMG Global teams (eg. Global, US, UK, EMEA) to develop global alliance best practice and share knowledge
  • Work with KPMG Global to report on regional Microsoft alliance pipeline, bookings and results
  • Participate in regular calls with global counterparts to understand developments in the global Microsoft alliance

  • Work with KPMG member firms to develop business growth strategies, joint business plans and gain commitment and interest from sponsoring partners / other relevant individuals
  • Engage with both the Divisional and Client & Markets teams to understand where key major opportunities are for the Microsoft alliance in key Sectors and Pursuits.
  • Work with internal leaders to help develop key relationships with alliance partner leadership teams, and regularly review to understand how relationships are developing at an individual alliance lead level. Work closely with the ASPAC Head of Alliances to oversee the smooth running of the relationship and flag up any issues you see arising. Provide assistance and facilitate key sales meetings.
  • Team with Microsoft and the KPMG Marketing and Alliance Operations on the internal and external awareness and marketing of KPMG’s Microsoft alliance within the market (comms, thought leadership, press releases, website, promotional activities)
  • Responsible for skilling KPMG partners and the wider KPMG business on the Microsoft Alliance capability in order to better sell joint offerings; this could include induction events / presentations at Divisional levels
  • Attend Client Insights Relationship Reviews (conducted by Clients & Markets Intelligence Team) for all Alliances within the portfolio and ensure feedback is provided back to individual alliance partners in a timely manner
  • Advise KPMG member firms on funding mechanisms and incentives from both KPMG and Microsoft; provide guidance on how these can be used to support opportunities, strategic initiatives and marketing campaigns etc.
  • Understand KPMG’s competitive positioning in relation to key clients and ensure that competitive intelligence is shared and actioned across key client opportunities and portfolios.

Skills and experience

  • At least 15 years’ experience in a sales or client-facing professional role, in a complex solution sales environment, managing leadership stakeholders.
  • Demonstrated relevant alliance management experience.
  • Experience in a professional services organisation is preferable.
  • Experience working within Microsoft or similar organisations is preferable.
  • Technology appreciation and broad understanding across Cloud, Data & AI, ERP and Security would be advantageous
  • Strong experience in reporting and communications.
  • Strong drive and resilience; capability to work under pressure to tight deadlines.
  • Ability to take the initiative, forward plan and find pragmatic solutions.
  • Pro-active and result-oriented approach.

Leadership and behaviours

  • Role-models with a 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 and positive 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.

Only shortlisted candidates will be contacted by KPMG Talent Acquisition team, personal data collected will be used for recruitment purposes only. At KPMG in Singapore we are committed to creating a diverse and inclusive workplace. We believe that diversity of thought, background and experience strengthens relationships and delivers meaningful benefits to our people, our clients and communities. As an equal opportunity employer, all qualified applicants will receive consideration for employment regardless of age, race, gender identity or expression, colour, marital status, religion, sexual orientation, disability, or other non-merit factors. We celebrate the different talents that our people bring and support every staff member in their journey to achieve personal and professional growth. One of the ways we do this is through Take Charge: Flexi-work, our flexible working framework which enables agile and innovative teams to help deliver our business goals.

Only shortlisted candidates will be contacted by KPMG Talent Acquisition team, personal data collected will be used for recruitment purposes only.

At KPMG in Singapore we are committed to creating a diverse and inclusive workplace. We believe that diversity of thought, background and experience strengthens relationships and delivers meaningful benefits to our people, our clients and communities. As an equal opportunity employer, all qualified applicants will receive consideration for employment regardless of age, race, gender identity or expression, colour, marital status, religion, sexual orientation, disability, or other non-merit factors. We celebrate the different talents that our people bring and support every staff member in their journey to achieve personal and professional growth. One of the ways we do this is through Take Charge: Flexi-work, our flexible working framework which enables agile and innovative teams to help deliver our business goals.

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