Job Description
Alliance Directors are responsible for defining, initiating, implementing and managing a broad range of strategic and revenue-generating initiatives between KPMG and Alliance Partners.
Alliance Directors will typically take on one major and one minor alliance partner, ie., one of the larger, more strategic alliances and another smaller one that is being nurtured for future growth potential.
Working across KPMG’s sectors and service lines, Alliance Directors work with the business to understand where there is client demand for Alliance Based Offerings (ABO’s).
Then, in partnership with the business and the Internal Risk function, Alliance Directors will help to either select a new alliance partner or leverage an existing alliance to define ABO’s to take to market.
The individual in this role works collaboratively with KPMG client teams and other cross functional and multi-organizational teams and is an evangelist for KPMG and Alliance Partner value while delivering tangible benefits to both KPMG and the Alliance Partner in terms of clear financial benefit for both. The individual in this role must also have the capability to simultaneously manage multiple engagements and opportunities while providing firm guidance in each.
The Alliance Enablement Director is responsible for recording, measuring, and reporting on each Alliance Partner and possesses the necessary selling, business development, negotiation, presentation, and management skills.
Key Responsibilities
To build, drive and lead opportunity capture teams comprised with KPMG account teams
Identify & develop alliance relationships to increase KPMG engagement opportunities and revenue potential.
Provide guidance to client teams and help them identify and qualify new and/or expanded engagement opportunities
Work closely with Alliance Partners and KPMG Client Teams to identify where joint KPMG/Alliance Partner solutions (ABOs) will address clients' needs and support efforts to sell such solutions.
Generate and gain approval for joint account plans and joint pursuits.
Engage and lead the appropriate internal and external resources required to demonstrate KPMG's and Alliance Partner’s advantages to the client, and to ensure client satisfaction.
Measure and communicate joint value delivered to Clients to ensure strength of relationship and ongoing success of the overall joint go-to-market strategy.
Continually reinforce and prove the value of partnering to the Client Teams.
Build long-term alliance partnerships and trust within the territory.
Manage and optimize the overall Alliance Partner experience with KPMG.
Participate in Account planning sessions and lead joint Account reviews.
Ensure alliance partner satisfaction via surveys and quarterly business reviews (QBRs). Act upon findings and results.
Evaluate alliance trends and provide analysis and recommendations to management.
Each Alliance Enablement Director Is Expected To
Develop, agree and meet an agreed sales plan for al
liance-influenced revenue annually
Build Client team partnering capability
Grow Alliance partner satisfaction with KPMG as their partner of choice.
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