Director of Strategic Alliances

3 days ago

Melbourne, Victoria, Australia KPMG Full time
Job Title: Associate Director/Director

About the Role:

The Associate Director/Director will play a key role in driving the strategic alliance with Salesforce within KPMG Australia. This role will involve working closely with the KPMG National Head of Alliances and the KPMG Salesforce lead partner to develop joint go-to-market offerings, sales, and pipeline development.

Your Key Responsibilities:

  • Develop strong relationships with Salesforce, KPMG Salesforce lead partners, KPMG client lead partners, and KPMG divisional leaders to define Salesforce-based solutions and target markets.
  • Be involved in key multi-million dollar pursuits that involve Salesforce and attend selected CST meetings with strategic accounts to understand where Salesforce can be positioned to drive sales and opportunities.
  • Review the end-to-end alliance process and implement enhancements to streamline where appropriate, working closely with Alliance Operations to ensure effective tracking and reporting.
  • 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.
  • Provide assistance and facilitate key sales meetings, working closely with the National Head of Alliances to oversee the smooth running of the relationship and flag up any issues arising.
  • 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.
  • Develop sales strategies and set revenue targets and budgeting for each strategic alliance, working closely with KPMG Salesforce lead partners.
  • Ensure alliance partner governance processes are followed, including joint pipeline/relationship reviews and QBRs with NMP.
  • Identify white space in the Salesforce market for KPMG and proactively target alliance partners that can enhance KPMG's Salesforce offerings, working closely with industry and divisional leads.

What We're Looking For:

  • 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, with the 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.

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