ASPAC Microsoft Solution Sales Architect

Role Location

Open to accommodate the role in any of the following locations - Singapore, China and Hongkong

ASPAC Regional Team

Roles in the ASPAC Regional Team play an integral role helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG Inspires Confidence and Empowers Change for our clients. This role presents an exciting opportunity to build relationships with senior leaders across KPMG firms throughout the Asia Pacific region.

The Role

The Microsoft Solution Sales Architect provides the technical expertise and advice to support and win large customer engagements across the ASPAC region.  The person will be the technical focal point for design, qualification, proposal and solution development based on KPMG’s frameworks, methodologies and delivery approach.  

The successful applicant will:

• Have a proven track record and extensive experience in the design and deployment of Microsoft Solution Architecture leveraging  Microsoft workloads across  Azure and how they apply to various industries/ sectors. Familiarity with Microsoft Industry Cloud (including sustainability) would be beneficial, but not compulsory.
• Have an understanding of a range of Microsoft workloads and topics, such as Microsoft Azure, Microsoft Data and AI, Business Applications (D365/ Power Platform) and Security Tools..
• Have the ability to integrate non-Microsoft “best of breed solutions” as part of the overall  Solution Architecture.
• Develop and maintain expert knowledge of relevant technologies, current and emerging, together with best practices for selected domains and industries.
• Be business focused, with the ability to be a trusted advisor to both technical and business stakeholders at KPMG and clients, with clarity and confidence.
• Be experienced in collaborating with teams in local, near or off shore delivery centres for solution design, resourcing and deployment.

Responsibilities

The Microsoft Solution Sales Architect will be responsible for the overall design of a client’s  solution architecture for both Business Development and Delivery purposes. This role provides leadership and advice to our clients in building their future vision, enabled by Microsoft technology at its core. To do this, the successful candidate will work closely with other regional teams as part of the ASPAC RISE (regional integrated sales enablement) construct, ensuring Client Lead Partners and member firm teams consistently leverage the best of KPMG during the pursuit process.

This high-profile opportunity within KPMG will suit an ambitious individual with strong technical/ architectural background and consulting firm experience. You will be playing a crucial role helping build a major alliance and will be integrated in a dynamic team culture offering internal networks and support.

It is anticipated the successful candidate will allocate time as follows:

Opportunity Progression (70%):

• Apply knowledge on how Microsoft technologies fit within KPMG go to market (GTM) including Powered, Connected, Trusted and Elevate.
• Illustrate and articulate how KPMG’s Microsoft assets are constructed and integrated, and their role in deriving business outcomes or solving business problems for customers.
• Provide input for updates for the Regional Deals Board (RDB) and  monthly business review with the Microsoft Partner Development Manager (PDM)  and other regional stakeholders.
• Act with a global mindset to support strategic bid opportunities, engaging across  Advisory, Alliances, KPMG Delivery Network (KDN), Clients & Markets and  community of practice (eg. Global Cloud Community/ COE, Azure Tech Community etc.)  to leverage the latest collaterals/ resources to  support pursuits and bid responses
• Participate in win/loss debriefs

Business Development (30%):

• Develop a working understanding of the firm’s wider offerings, thought leadership, key sector trends / client issues and needs, along with competitor positioning to effectively support relevant regional opportunities
• Network with member firm client lead partners and client service teams, understand their challenges and how to derive solutions, collaborating with subject matter stakeholders within KPMG and Microsoft to address those needs.
• Work closely with Alliances Directors and Sector Relationship Leadsin shaping and qualifying opportunities linked to regional priority solutions.
• Leverage funding mechanisms within KPMG and externally from Microsoft ECIF (End Customer Investment Fund) and MCI (Microsoft Commercial Incentives) to support opportunities
• Ensure key opportunities are captured in the member firm CRM and Microsoft Partner Center.
• Actively explore ways to add more value to client opportunities (e.g., cross-functional solutions) with a focus on bringing a whole of KPMG approach to the offering
• Act as a role model for  solution architects in the region, sharing technical knowledge and promoting best practice.

Deliverables and accountabilities

Key performance indicators will include:

• Regional pipeline & bookings YTD
• Regional opportunity conversion rate YTD (for opportunities supported)
• Number of opportunities supported in region
• Qualitative feedback from regional stakeholders

Skills and experience

The successful candidate must be able to operate in a matrix organisation, work collaboratively and influence the actions of Partners and staff across the ASPAC region. The candidate needs to have strong and proven relationship building skills, combined with resilience, cultural awareness, and diplomacy to achieve stakeholder engagement. The role will be sector-agnostic, however deeper expertise in Banking, Retail / Manufacturing and/or Government sectors will be an advantage.

• Previous experience working within a professional service or corporate environment
• Previous experience working in Banking, Retail / Manufacturing and/or Government sectors beneficial
• A track record within Microsoft Enterprise Architectures, with understanding of professional services markets an advantage
• Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
• Strong and proven relationship building skills, able to hold their own with senior leaders
• Strong understanding of services and relevant content across the firm
• Cultural awareness and understanding, with previous experience of working across functions and geographies an advantage

Leadership and behaviours

• 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