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 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