EMA Service Now Seller - Director

Job details

Location: Aberdeen, Birmingham, Bristol, Cambridge, Cardiff, Edinburgh, Gatwick, Gibraltar, Glasgow, Leeds, Liverpool, London, Manchester, Milton Keynes, Newcastle upon Tyne, Norwich, Nottingham, Plymouth, Reading, South Coast - Southampton, Watford

Capability: International

Experience Level: Director

Type: Full Time or Part Time

Service Line: International

Contract type: Secondment

Job Description

EMA Service Now Seller – Director

The Service Now Seller (Director) is responsible for identifying and coordinating sales opportunities across EMA within the 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 ServiceNow Sales Account Executives to ensure a coordinated GTM approach and sales leading practices.

This role presents an exciting opportunity to build relationships with senior leaders across member firms and ServiceNow leadership throughout the EMA region.

EMA-wide specific responsibilities:

• Proactively works 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. Support to be provided includes assisting in RFP responses, estimations, the oral process during the sales cycle, and additional tasks as required.
• 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), ServiceNow 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 ServiceNow platform.
• Acts as the point of sales integration across the account on behalf of KPMG, bringing together required stakeholders, like the KPMG Delivery Network, Member Firms, and Corridors with ServiceNow Account Executives.
• Drives demand and lead generation activities for priority solutions that are ServiceNow alliance-enabled with the EMA teams.
• 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, ServiceNow Sales, and Services teams to develop a holistic view of all KPMG-ServiceNow mid to long-term sales opportunities; define/qualify joint account activity and create the required engagement models and sales plan to be successful.
• Contributes to regular reviews of the consolidated EMA ServiceNow pipeline.
• Works closely with the EMA ServiceNow Alliance Sales Lead, EMA ServiceNow Platform Leader, EMA ServiceNow Alliance Leader, and local Practice Leaders.
• Identifies KPMG-ServiceNow Alliance Sales risk factors, working closely with the EMA ServiceNow Platform Leader, and EMA ServiceNow 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 ServiceNow for one or more of the following areas: Financial Services, 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 ServiceNow (focus on Account Leaders).
• Delivers EMA-wide ServiceNow 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 projects simultaneously across multiple time zones, and deliver within set timeframes.
• Receives positive feedback from member firms and ServiceNow 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 ServiceNow platform.
• Sales and Business Development experience in Big 4 a plus but would consider relevant EMA / Global sales experience.
• Previous ServiceNow or ServiceNow 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 that can motivate teams to exceed goals.
• A fast learner and well-organized.
• A proactive communicator with excellent verbal and written English 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.