Associate Director/director

6 months ago

Melbourne, Australia KPMG Full time

To work with the KPMG National Head of Alliances and the KPMG Salesforce lead partner to drive the strategic alliance with Salesforce within KPMG Australia. The role will be both client facing and internal, meeting with Salesforce to help determine joint go-to-market offerings, sales and pipeline development.

**Your Opportunity**:
The Alliance Director will build deep relationships with Salesforce, KPMG Salesforce lead partners, KPMG client lead partners, and KPMG divisional leaders, working with them to define Salesforce based solutions, and the associated target markets.

The Alliance Director will be involved in key multi-million dollar pursuits that involve Salesforce and attend selected CST meetings with strategic accounts to better understand where Salesforce can be positioned to drive sales and opportunities.

The Alliance Director will review the end to end alliance process, in conjunction with the wider Clients & Markets process, and implement enhancements to streamline where appropriate. They will work on a day-to-day basis with Alliance Operations to ensure all related tracking and reporting is carried out effectively.
- Work with KPMG leaders and the Salesforce partner and sector leadership to develop strong alliance-based value propositions, which will clearly define the alliance purpose. This may take the form of running Joint Value Proposition & Client Pursuit workshops.
- Work with internal leaders to help develop key relationships with Salesforce leadership teams, and regularly check in to understand how relationships are developing. Work closely with the National 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.
- Work with Salesforce and KPMG marketing teams on promoting the alliance and creating pipeline on joint go-to-market campaigns, thought leadership, press releases, website, promotional activities within the market
- Work with KPMG Salesforce lead partners to develop sales strategies and set revenue targets and budgeting for each strategic alliance
- In conjunction with the National Head of Alliances, responsibility for ensuring alliance partner governance processes are followed (e.g. joint pipeline / relationship reviews are carried out with the alliance partner and KPMG | QBRs with NMP)
- Work with industry and divisional leads to identify white space in the Salesforce market for KPMG, and pro-actively target alliance partners that can enhance KPMG’s Salesforce offerings

**How are you Extraordinary?**
- At least 15 years’ experience in a sales or client-facing professional role, in a complex solution sales environment
- Demonstrated relevant alliance management experience
- Experience in a professional services organisation is preferable
- Experience of working within a large technology organisation/s is preferable.
- 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 results oriented approach
- Outstanding attention to detail

**Additional Information**:
KPMG is a professional services firm with global outreach and deep sector experience. We work with clients across an array of industries to solve complex challenges, steer change and enable growth.

Our people are what make KPMG the thriving workplace that it is and what sets us apart is that we know great minds think differently. Collaborate with a team of passionate, highly skilled professionals who’ve got your back. You’ll build relationships with unique and diverse colleagues who will provide you with the support you need to be your best and produce meaningful and impactful work in an inclusive, equitable culture.

At KPMG, you’ll take control over how you work. We’re embracing a new way of working in many ways, from offering flexible hours and locations to generous paid parental leave and career breaks. Our people enjoy a variety of exciting perks, including retail discounts, health and wellbeing initiatives, learning and growth opportunities, salary packaging options and more.

**_ At KPMG every career is different, and we look forward to seeing how you grow with us._

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