EMA SAP Alliance SellerKPMG has built a strong network of Strategic Alliances and Partnerships with some of the world's leading technology, data, and services companies. Together, we offer global reach, added value, and a combined portfolio of transformational capabilities and solutions that are designed to help solve the most pressing challenges our clients face today.
SAP is one of our major Alliances, both on Global and EMA level. Regional EMA Sales drive is required to generate the right level of pipeline and opportunities for the member firms, especially when it comes to large multi-jurisdiction opportunities.
The SAP Alliance Sales Senior Manager / Director is responsible for identifying and driving sales opportunities across EMA within assigned Sector(s) (i.e., IGH, FS, etc.) including Global, Global Platinum or Strategic Growth Accounts; developing and managing pipeline, driving bookings growth, and interfacing with SAP Account Executives to ensure a coordinated GTM approach and sales leading practices.
This is a hands-on role, presenting an exciting opportunity for the candidate to develop a regional sales profile and contribute to our SAP sales drive.
The role
EMA-wide specific responsibilities:
- Proactively generates leads for KPMG EMA member firms through demand generation activities for priority solutions that are SAP enabled.
- Works self-sufficiently and with a “can do” attitude on leads, opportunities, and proposals, by bringing added value, expertise, collateral, best judgment on capabilities, and quality assurance to the member firms' client/deal teams.
- Reaches out to Member firms and ensures that active or incoming leads as well as major opportunities are appropriately surfaced & and supported.
- Develops and manages trusted sales relationships alongside the KPMG Delivery Network (KDN), SAP Practices, Client Service Teams, and Alliance Sales counterparts.
- Client-facing role aligned by assigned Sector(s) including Global, Global Platinum, or Strategic Growth Accounts.
- Understands client’s industry, business, and KPMG solutions.
- Has a strong technical understanding of the SAP platform.
- Acts as the point of integration across the account on behalf of KPMG, bringing together required stakeholders, like the KPMG Delivery Network, Member Firms, and Corridors.
- Collaborates with other Regional Alliances Sales Teams where required.
- Ensures that sales initiatives are sufficiently robust and measurable (pipeline and booking goals).
- Works closely with KPMG Member firms/ Client Service Teams, SAP Sales, and Services teams to develop a holistic view of all KPMG-SAP sales opportunities; define/qualify joint account activity and create the required engagement models and sales plan to be successful; Identify, define, and drive solution development in key vertical and horizontal areas.
- Contributes to regular reviews of the consolidated EMA SAP pipeline.
- Works closely with the EMA SAP Alliance Sales Lead, EMA SAP Platform Leader, EMA SAP Alliance Leader, EMA SAP Hub and local Practice Leaders in RFP responses, estimations, the oral process during the sales process, and additional tasks as required.
- Identifies KPMG-SAP Alliance Sales risk factors, working closely with the EMA SAP Platform Leader, and EMA SAP Alliance Leader to define an action plan and implement remediation actions.
Deliverables and accountabilities
- Contributes to the target sales quota for assigned Sector(s).
- Owns industry sales approach for SAP for one or more of the following areas: Financial Services, Energy, Infrastructure, Government, Healthcare, Industrial Manufacturing, Consumer and Retail, Technology, Media and Telco, Life Sciences, Healthcare, and other areas when required.
- Contributes to the achievement of EMA Member Firms’ annual bookings targets.
- Builds strong relationships with key stakeholders within KPMG and with SAP (focus on Account Leaders).
- Delivers EMA-wide SAP sales and technical Best Practices that enable KPMG to respond quicker and more effectively to large sales opportunities.
- Ability to work under pressure, manage numerous leads and opportunities simultaneously across multiple time zones, and deliver within set timeframes.
- Receives positive feedback from member firms and SAP teams.
Skills and experience
- Significant technology solution sales and business development experience with a proven record of selling complex services and solutions.
- Strong Technical understanding of the SAP platform preferred.
- Sales and Business Development experience in Big 4 a plus but would consider relevant EMA / Global sales experience.
- Previous SAP or SAP Partner a plus.
- Strong sales and sales management skills with attention to detail coupled with the ability to think big.
- Motivated, proactive, and hard-working team player who is results-driven, action-oriented, and outcomes-focused and can motivate teams to exceed goals.
- A fast learner and well-organized. A proactive communicator with excellent verbal and written English as well as Arabic communication skills (both verbal and written).
- Confident and proactive in the adoption and use of technology, including a high degree of MS Office skills.
- Strong and proven relationship-building skills, able to hold their own with senior leaders.
- Cultural awareness and understanding are essential. Previous experience working across functions and geographies will help you succeed
Leadership and behaviors
- Consistently demonstrates KPMG values Integrity, Excellence, and Courage, Together, For Better.
- Inspires others by developing and motivating others, being a champion of inclusion, and connecting individuals by building collaboration.
- Demonstrates a growth mindset by growing self, others, and relationships through self-awareness, innovation, and an exceptional client experience.
- Makes an impact by driving quality, bringing strategic perspective, and tackling difficult decisions by exercising sound, ethical business judgement.
- Role models and drives the KPMG Story
