Strategic Alliance Manager

1 month ago

Melbourne, Victoria, Australia KPMG Full time

As a key member of the KPMG team, you will play a pivotal role in driving the strategic alliance with Salesforce within KPMG Australia. The successful candidate will work closely with the KPMG National Head of Alliances and the KPMG Salesforce lead partner to develop joint go-to-market offerings, sales strategies, and pipeline development.

Your Opportunity:

The Director of Salesforce Partnerships will build strong relationships with Salesforce, KPMG Salesforce lead partners, KPMG client lead partners, and KPMG divisional leaders to define Salesforce-based solutions and target markets. You 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 Director of Salesforce Partnerships will review the end-to-end alliance process and implement enhancements to streamline the process where appropriate. You will work closely with Alliance Operations to ensure all related tracking and reporting is carried out effectively.

  • Develop strong alliance-based value propositions with KPMG leaders and the Salesforce partner and sector leadership, which will clearly define the alliance purpose. This may involve running Joint Value Proposition & Client Pursuit workshops.
  • Work with internal leaders to 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 proactively target alliance partners that can enhance KPMG's Salesforce offerings.

Requirements:

  • 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.

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