Director – Business Development (ServiceNow)

Overview

At KPMG, you’ll join a team of diverse and dedicated problem solvers, connected by a common cause turning insight into opportunity for clients and communities around the world.

The opportunity

Would you like to be part of a team that is redefining the Canadian technology landscape? As ServiceNow’s 2022 Global transformation partner of year award recipient, KPMG is leading the next paradigm shift in computing and is looking for Director – Strategic Sales and Alliances ServiceNow in its Enterprise Solutions group. The role is accountable for growing our ServiceNow Enterprise Solutions practice. This includes developing new customers as well as growing our business with existing clients and account management. Working closely with, and reporting to our lead partners, this role entails coverage of Canada with a potential pipeline under permit of $200 million dollars.

What You Will Do

Director – Strategic Sales and Alliances ServiceNow will be responsible to develop, manage and grow the business in the Canadian ServiceNow practice. These activities will include the following
Wake up every day passionate about achieving sales objectives.
Relentless focus on driving revenue growth and increasing KPMG market share in the ServiceNow eco system.
Develop account plans to focus on prospects and clients meeting revenue/order book targets by reviewing key clients, trends, solution deployments, clients and business nuances.
Contribute to the development of the regional sales strategies by interacting with the vertical/service line partners within KPMG, ServiceNow sales team, and customer/prospect relationships to identify opportunities.
Cultivate relationships with ServiceNow’s team to establish KPMG as a preferred GTM vendor
Develop the market and drive business and pipeline development by leveraging branding and marketing activities for KPMG in Canada.
Develop case studies, white page analysis, proofs of concept and other thought leadership to present KPMG’s differentiated offerings as a strategic fit for client organization
Conduct workshops, presentations and executive meetings at client organizations to shape their thinking around a potential opportunity and persuade them to initiate formal buying process.
Structure deals for the new clients by engage with the core bid team to structure the solution and the deal.
Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings.
Interact with client to keep them engaged in the development of the solution and the deal.
Lead negotiations on commercial terms for them to ensure revenue flow and profitability.
Develop, manage, and leverage relationships to build client connections by identifying key stakeholders/decision makers in targeted client organizations by developing and strengthening relationships with them to become a trusted Technology advisor for them.
Interact and engage with the client leadership on solution development and communicate potential benefits (on cost/effort etc.)
Provide input to develop competencies and solutions of the technology service line relevant to Alliances. Provide customer and Alliance perspectives for developing new GTM solutions and positioning and presenting the same.
Invest time and effort to stay current on evolving ServiceNow solutions, Roadmaps, and selling features.
Coordinate Account Management and Sales activities with related ServiceNow account management and leadership.

What You Bring To The Role

10+ years of experience in working in the IT services industry, preferably in a similar role. Strong sales and functional understanding and experience on at least two of following areas – Application Development, ServiceNow (or similar tech platforms), workflow/automation, ITSM, SecOps and AIOPs.
Demonstrated knowledge of professional services selling and the ability to build and sustain long term relationships with ServiceNow Technology Alliances and clients to drive revenue.
Brings a Client Centricity and service delivery mindset. Able to confidently build a strong rapport with client teams and drive consensus among multiple stakeholders towards focused goal.
Proven success in an individual contributor sales role for a professional services and or technology solution organization.
Proven excellent communication and presentation skills needed to articulate and communicate ideas, views, analysis and recommendations with senior leaders and client CXO stakeholders. (“executive presence”)
Experience in crafting and packaging compelling proposals, presentations, and RFP responses.
Demonstrated success in alliances and senior sales role
Excellent judgment and strong problem-solving skills, including the ability to analyze and understand the impact of relevant options
High energy and the flexibility to perform under short time constraints to meet deadlines.
Exceptional self-starter, both team oriented and able to work autonomously.
Expertise in principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
College Diploma or University Degree, preferably in IT Systems or a related discipline, having an MBA is an asset.
Bilingualism in English and French is preferred.

Keys to your success

KPMG individuals Deliver Impact | Seek Growth | Inspire Trust and understand that a diverse workforce enables us to deepen relationships and strengthen our business.

Providing you with the support you need to be at your best

For more information about KPMG in Canada’s Benefits and well-being, click here.

Our Values, The KPMG Way

Integrity, we do what is right | Excellence, we never stop learning and improving | Courage, we think and act boldly | Together, we respect each other and draw strength from our differences | For Better, we do what matters

KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice. For more information about Inclusion, Diversity & Equity in Recruitment, please click here.

For general recruitment-related inquiries, please contact the HR Delivery Centre at [email protected].

If you have a question about accessible employment at KPMG, or to begin a confidential conversation about your individual accessibility or accommodation needs through the recruitment process, we encourage you to contact us at [email protected] or phone 416-777-8002 or toll free 1-888-466-4778.