The role
The ServiceNow Solution Sales Architect will be responsible to identify, propose, progress and win customer engagements based on KPMG methods and ServiceNow technology across the ASPAC region. To do this, the successful candidate will work together with a dedicated business development lead & local KPMG Firm to create and manage a pipeline of business opportunities with large clients across industries. This high-profile opportunity within KPMG will suit an ambitious individual with strong technical sales and consulting firm experience. You will be playing a crucial role helping win complex engagements and will be integrated in a dynamic team culture offering internal networks and support.
The stakeholders you will need to influence to manage your pipeline include; Your Performance and Development Manager (PDM), Regional Solution Leaders, Regional Sector Heads, Client Lead Partners (CLPs) and ServiceNow Sales, Technical and Alliance team members. In client engagements you will co-ordinate the end-to-end bid processes, acting as a focal point for the solution being proposed between relevant KPMG firms and ServiceNow.
You will also work closely with, and receive support from, other regional teams as part of the ASPAC RISE (regional integrated sales enablement) construct, ensuring KPMG member firm teams consistently have access to the best solution architecture in client engagements.
Business Development (30%):
- Network and engage with member firm CLPs and Client Service Teams (CSTs) to identify strategic regional opportunities
- Work closely with the BDM, Alliances Directors, Alliances Sector Relationship Leads and Alliances GTM Architects in shaping and qualifying opportunities linked to regional priority Alliances
- Engage with ServiceNow customer architects and alliance teams to win their trust in partnering with KPMG
- Attend regional team calls relevant to priority sectors, service lines and solutions to identify regional support opportunities and share pipeline updates
- Establish an internal network of KPMG partners across the ASPAC region and globally with the aim of facilitating ongoing regional sales efforts
- Develop a working understanding of the firm’s wider offerings, key sector trends / client issues and needs, along with competitor positioning to effectively support relevant regional opportunities
Solution architecture, technical validation and opportunity progression (70%):
- Maintain detailed knowledge of technology from ServiceNow and how this fits within KPMG go to market including Powered, Connected, Trusted and Evolution.
- Develop quality solutions from KPMG Assets together with ServiceNow technology. Illustrate and articulate how these are constructed and integrated and their role in solving business problems for clients.
- Together with the ServiceNow BDM, develop and manage a regional strategic pipeline of opportunities. Support the registration of opportunities with [Alliance] and their inclusion to the CRM solution in that Firm.
- Help co-ordinate and drive written responses to RFPs for opportunities, where multiple member firm teams are involved. Own the RFP response process.
- Build assets to improve bid efficiency and likelihood of successful conversion, where possible
- Manage complexity of multi-service line responses
- Identify strengths and weaknesses in bid response and in competitors
- Act as a communications conduit between KPMG member firms (where multiple entities are involved in responding to a client opportunity)
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 and/or Government sectors will be an advantage.
- Previous experience working within a professional service or corporate environment
- Previous experience with [Alliance] or strong demonstrated experience with related solutions.
- Previous experience working in Banking and/or Government sectors beneficial
- A track record within technical sales, with understanding of professional services markets an advantage
- A growth mindset, Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- Strong understanding of services and relevant content across the firm
