Aspac SAP Sector Relationship Lead, Director

2 weeks ago

Singapore KPMG - Singapore Full time

**Role Location**

Open to accommodate the role in any of the following locations - Singapore, China and Hongkong

**ASPAC Regional Team**

Roles in the ASPAC Regional Team play an integral role helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG Inspires Confidence and Empowers Change for our clients. This role presents an exciting opportunity to build relationships with senior leaders across KPMG firms throughout the Asia Pacific region.

**The Role**

Until KPMG resigns from the audit of SAP, there is to me no interaction whatsoever with SAP regarding client opportunities or pipeline in any territory.

**Business Development (60%):
- Network with Sector teams and Clients, understanding their challenges and how KPMG solutions with SAP technologies can address those needs.
- 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
- Work closely with Alliances Directors in shaping and qualifying opportunities linked to regional priority solutions.
- Establish an internal network of KPMG partners across the ASPAC region and globally with the aim of facilitating ongoing regional sales efforts.
- Actively explore ways to add more value to client opportunities (e.g., cross-functional solutions) with a focus on bringing a whole of KPMG approach to the offering
- Act as a role model for Business Development and Sales in the region, sharing knowledge of sales and relationship management and promoting best practice.

**Pipeline Management and Opportunity Progression (40%):
- Develop and own a regional strategic pipeline of opportunities for SAP in ASPAC. Ensure these are entered into the CRM used by the local Member Firm as early as possible.
- Provide written input into RFPs (Request for Proposal) to support the SAP Business and Solution Architect.
- Prepare updates for the Regional Deals Board (RDB) and templates for monthly business review with PDM and other regional stakeholders.
- Engage across the Advisory, Alliances, KPMG Delivery Network (KDN) and Clients & Markets teams to identify and commit appropriate resources to support client pursuits and bid responses
- Drive win/loss debriefs

**Deliverables and accountabilities**

Key performance indicators will include:

- Regional pipeline & bookings YTD (year to date)
- Regional opportunity conversion rate YTD (for opportunities supported)
- Value of opportunities developed by KPMG and approved in ServiceNow deal registration system
- Qualitative feedback from regional stakeholders

**Skills and experience**
- Strong record of accomplishment of growing bookings from technology solutions working within a professional service or corporate environment
- Previous experience with SAP or strong demonstrated experience with related ERP/ Supply Chain/ Procurement solutions.
- Previous experience working in Banking, Energy & Natural Resources and/or Government sectors beneficial
- A growth mindset, Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- Strong and proven relationship building skills, able to engage with senior leaders with confidence
- Strong understanding of services and relevant content across the firm
- Cultural awareness and understanding, with previous experience of working across functions and geographies an advantage

**Leadership and behaviours
- Role models purpose-driven and values-led leadership. Consistently demonstrates 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 complex decisions by exercising sound, ethical business judgement

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