ServiceNow Solution Sales Architect

4 weeks ago

Singapur, Singapore KPMG - Singapore Full time
ASPAC Regional Team

As a key member of the ASPAC Regional Team, you will play a vital role in helping KPMG firms achieve their collective Trust and Growth ambition. Your responsibilities will include promoting consistency and collaboration to ensure KPMG Inspires Confidence and Empowers Change for our clients. This exciting opportunity will enable you to develop your career through relationships with senior leaders across KPMG firms and clients throughout Asia.

The Role

The ServiceNow Solution Sales Architect will be responsible for identifying, proposing, progressing, and winning customer engagements based on KPMG methods and ServiceNow technology across the ASPAC region. You will work closely with a dedicated business development lead and 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 play a crucial role in helping win complex engagements and will be integrated into a dynamic team culture offering internal networks and support. Your stakeholders will 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 coordinate 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.

Key Responsibilities
  • 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 to facilitate 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
Requirements
  • Maintain detailed knowledge of technology from ServiceNow and how it fits within KPMG's go-to-market strategy, including Powered, Connected, Trusted, and Evolution
  • Develop quality solutions from KPMG Assets together with ServiceNow technology, illustrating and articulating how these are constructed and integrated and their role in solving business problems for clients
  • Work together with the ServiceNow BDM to develop and manage a regional strategic pipeline of opportunities, supporting the registration of opportunities with Alliances and their inclusion in the CRM solution
  • Help coordinate and drive written responses to RFPs for opportunities, where multiple member firm teams are involved, owning 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
Leadership and Behaviours
  • Role models purpose-driven and values-led leadership, consistently demonstrating KPMG values of Integrity, Excellence, Courage, Together, and For Better
  • Inspires others by developing and motivating others, being an advocate 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

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