Strategic Alliance Director

2 weeks ago

Sydney, New South Wales, Australia KPMG Full time
Drive Strategic Growth with KPMG and Salesforce

To succeed in this role, you will work closely with the KPMG National Head of Alliances and the KPMG Salesforce lead partner to drive the strategic alliance with Salesforce within KPMG Australia. This will involve both client-facing and internal work, meeting with Salesforce to 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. You will work with them to define Salesforce-based solutions and target markets, driving multi-million dollar pursuits that involve Salesforce and attending selected CST meetings with strategic accounts to better understand where Salesforce can be positioned to drive sales and opportunities.

Key Responsibilities:
  • 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.
  • 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.
  • 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.
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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