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About the Role

This role is responsible for driving awareness of the KPMG ServiceNow Practice and solution capability, contributing to the growth of the business across the UK and Switzerland. The Business Development Manager will provide trusted advisor expertise to fulfill client strategy, business, and technology needs, leveraging a hybrid skillset of business development, presales, technical understanding, and delivery support. They will advocate innovation, contribute to developing team members, and promote collaboration across teams. Understanding client business issues at a macro industry level and shaping integrated solutions encompassing KPMG ServiceNow Practice and wider KPMG LLP is key. Managing relationships with ServiceNow and identifying new strategic partnership opportunities is also important.

Responsibilities

Contributes to the development and supports the execution of a demand generation strategy for a key industry market to drive pipeline and sales to agreed KPIs.
Contributes to the overall positioning, uniqueness, and messaging for ServiceNow offerings through KPMG ServiceNow Practice into that industry.
Responsible for contributing to the generation of pipeline and execution of sales for the organisation.
Identifies and develops opportunities for the organisation, including across sub-industry, emerging technology, and services propositions to build pipeline.
Works with KPMG teams to create integrated propositions to meet the needs of specific industries or clients to build pipeline.
Supports the interlock with the delivery organisation to ensure contracts with clients are robust, sales teams support programme delivery in partnership, and the development of innovative and profitable commercial constructs.
Contributes to a marketing and communications plan to drive pipeline for the organisation in white space clients.
Ensures that client relationships and commercial engagements are managed effectively to support successful delivery and long-term relationship development.
Cultivates stakeholder relationships within key strategic accounts.
Manages key relationships within the KPMG partner network to drive pipeline from within the firm's client base.
Manages relationships with key ServiceNow stakeholders to develop co-selling opportunities.
Supports and contributes to key bids and proposals for transformation programmes.
Works as a trusted advisor with clients around their strategic business and technology needs.
Supports the negotiation of contracts and ensures compliance with KPMG ServiceNow Business policy.

Requirements

Experienced working in ServiceNow Solution Sales.
Working knowledge of ServiceNow Platform capabilities.
Strong cross-industry experience.
Demonstrable track record contributing to long-term profitable relationships with mid and large-sized organisations.
Can contribute to and support the execution of a demand generation strategy to accelerate the growth of ServiceNow services and consulting at KPMG.
Has contributed to the development of solutions, consulting offerings, and assets to drive repeatable sales.
Experience working with senior stakeholders within a large consulting organisation or system integrator to develop pipeline, understanding of the unique structure and culture of a partnership-based operating model.
Can help foster a culture of knowledge sharing and innovation.
Is able to support the sales interlock with delivery teams to ensure profitable growth in partnership.
Passionate about talking to clients on current technology issues and market direction.
Creative problem-solving ability whilst working in ambiguous situations.
Experience in building co-operative relationships and fostering an environment in which everyone’s opinion is valued.

Skills

Business development
Presales
Technical understanding
Delivery support
Sales
Demand generation
Marketing and communications
Client relationship management
Stakeholder relationship management
Negotiation
Problem-solving

About the Company

KPMG ServiceNow Practice is a growing business that delivers world-class innovative solutions across the breadth of the Now Platform capability including Risk and Cyber, Core Business Service (GBS), Customer Service Management, IT (ITSM, ITOM, ITAM), Gen AI and developer capabilities.
Leveraging deep capabilities in Industry and Function, ServiceNow solutions comprise advisory, implementation services, and strategic transformational programmes that enable customers to generate maximum value from the Now platform.
This is a dynamic and exciting opportunity to join a growing new business area within a market-leading firm.