ServiceNow Solution Sales Architect

2 weeks ago

Singapore KPMG - Singapore Full time
ASPAC Regional Team

As a key member of the ASPAC Regional Team, you will play a pivotal role in helping KPMG firms achieve their collective Trust and Growth ambition. Your responsibilities will include promoting consistency and collaboration across the region, ensuring 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. To achieve this, the successful candidate 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 be playing a crucial role in helping win complex engagements and will be integrated into a dynamic team culture offering internal networks and support.

You will need to influence various stakeholders to manage your pipeline, including 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.

Additionally, you will work closely with and receive support from other regional teams as part of the ASPAC RISE construct, ensuring KPMG member firm teams consistently have access to the best solution architecture in client engagements.

Business Development (30%):

• 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
Solution Architecture, Technical Validation, and Opportunity Progression (70%):

• Maintain detailed knowledge of technology from ServiceNow and how this 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 to solve business problems for clients
• Work 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 the complexity of multi-service line responses
• Identify strengths and weaknesses in bid responses and in competitors
• Act as a communications conduit between KPMG member firms (where multiple entities are involved in responding to a client opportunity)
Skills and Experience:

The successful candidate must be able to operate in a matrix organization, work collaboratively, and influence the actions of partners and staff across the ASPAC region. The candidate needs to have strong and proven relationship-building skills, combined with resilience, cultural awareness, and diplomacy to achieve stakeholder engagement. The role will be sector-agnostic, but deeper expertise in Banking and/or Government sectors will be an advantage.
• Previous experience working within a professional service or corporate environment
• Previous experience with Alliances or strong demonstrated experience with related solutions
• Previous experience working in Banking and/or Government sectors beneficial
• A track record within technical sales, with understanding of professional services markets an advantage
• A growth mindset, ability to work under pressure, manage numerous projects simultaneously across multiple time zones, and deliver within set timeframes
• Strong understanding of services and relevant content across the firm
Leadership and Behaviours:

• Role models purpose-driven and values-led leadership, consistently demonstrating KPMG values Integrity, Excellence, Courage, Together, 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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