Global Alliance Director – IBM Red Hat - (2 Year FTC)
KPMG
London, GB
5h ago

Job description

Title : Global Alliance Director IBM Red Hat

Grade : A - Director

Duration : 2 Year secondment

Location : EMA

Reporting Line : Global Alliance Performance & Portfolio Lead

Global Alliances Team

As part of the Global Alliances team, you will play an integral role in helping our firms meet their Trust and Growth ambitions, promoting consistency and collaboration, so that KPMG becomes the Clear Choice for clients.

This role presents an exciting opportunity to build relationships with senior leaders across member firms throughout the global network.

The role

The Global Alliance Director is responsible for developing and managing the global Alliance between IBM Red Hat and KPMG, including building a high-value relationship and driving a joint go-to-market (GTM) approach that will deliver a step change in revenue growth across the KPMG network.

Specific responsibilities :

  • Drive an increase in contribution of the Alliance Partner to KPMG’s business on a global level
  • Understand the Alliance Partner’s needs and partnering drivers, manage and help ensure fulfillment of expectations (aligned definitions of success, aligned resource plans, joint target account lists, joint GTM plans and governance)
  • Lead the development and approval of a Global Alliance Partner business plan that is aligned with the KPMG Global Alliances Strategic Growth Plan
  • Support the account teams globally to identify opportunities to leverage Alliance Partner technology to drive innovation and innovative solutions within KPMG
  • Collaborate with the Alliance teams in the KPMG member firms to align with their respective IBM Red Hat counterparts
  • Work with member firm Alliance Directors to ensure that pipeline results, booking reports, fiscal planning are shared for his / her member firm
  • Support member firms and IBM Red Hat stakeholders to identify, define, and drive solution development in key vertical and horizontal areas
  • Work with Global Lead Partners of key accounts and agreed joint IBM Red Hat-KPMG target accounts to ensure regular review and identification of solution opportunities
  • Manage regular reviews of consolidated Alliance-related pipeline and support key pursuit
  • Align with relevant priority global sector leaders to identify sector-focused strategies that leverage Alliance Partner-related solutions
  • Manage Alliance governance though executive contact facilitation, results and operations reviews, and frequent communication between the parties
  • Work with member firms to drive recruitment and training of resources
  • Identify alliance risk factors, and develop and implement risk mitigation
  • Work with member firms and Alliance Partner stakeholders to develop and execute a joint annual marketing plan
  • Deliverables and accountabilities
  • Agreed global IBM Red Hat Alliance plan aligned to global Alliance strategy
  • Progress in execution of the global Alliance plan in regions and countries
  • Alliance-related strategy implemented within key accounts / Global Platinum accounts plan
  • Increased global pipeline value and conversion rate
  • Achievement of annual alliance bookings targets
  • Strength of key relationships KPMG-IBM Red Hat
  • Increased # of co-funded KPMG-IBM Red Hat based solutions developed
  • Number of Alliance based solutions leveraged from one country to others
  • Agreed marketing and comms strategy between IBM Red Hat and KPMG to drive market perception
  • Positive feedback from national Alliance Lead Partners Skills and experience
  • Strong Alliance and project management skills
  • Significant consulting experience in the technology enablement / solutions area with a proven record of selling and delivering complex services and solutions
  • Experience with the IBM Red Hat cloud, software & service offerings
  • Motivated, pro-active and hard-working team player who is results driven, action oriented and outcomes focused
  • Attention to detail, a fast learner and well organised.
  • Show initiative and be able to pick up and run with new projects quickly, take on responsibility
  • Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
  • A proactive communicator with excellent verbal and written English communication skills
  • Confident and proactive in the adoption and use of technology
  • Strong and proven relationship building skills, able to hold their own with senior leaders.
  • Cultural awareness and understanding are essential.
  • Previous experience of working across functions and geographies
  • Able and available to travel internationally
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