Alliance Market Lead ServiceNow - Africa

Academic/ Professional qualifications and Experience:

• Relevant degree in Business, Technology, or a related field.
  
• ServiceNow Sales certifications preferred (Accredited Sales Engineer or equivalent).
  
• Minimum 10 years of experience in technology sales, business development, or alliance management, with at least 5 years in a ServiceNow partner ecosystem context.
  
• Proven track record of personally originating and closing ServiceNow-led technology deals.
  
• Deep understanding of ServiceNow's partner programme, Elite Partner requirements, and commercial incentive structures.
  
• Established network within ServiceNow's partner and enterprise sales organisation.
  

ServiceNow Alliance Pipeline Development (50%)

• Own and develop KPMG's ServiceNow alliance pipeline across Africa - maintaining a live, qualified pipeline of opportunities valued at 3–5× personal revenue target.
  
• Build and maintain relationships with ServiceNow's partner sales team, solution consultants, industry executives, and alliance managers across African markets.
  
• Attend ServiceNow partner forums, Knowledge conference, and joint account planning sessions as KPMG's primary commercial representative.
  

Deal Shaping and Commercial Conversion (35%)

• Shape complex ServiceNow opportunities into commercially viable KPMG propositions - working with the ServiceNow Architecture Lead (Block B) to ensure solutions are technically sound and deliverable.
  
• Lead proposal development, commercial structuring, and bid management for ServiceNow alliance-originated opportunities.
  
• Manage the end-to-end bid-to-close process - coordinating KPMG's pursuit team, ServiceNow deal desk, and client stakeholders.
  

Elite Partner Governance and Relationship Management (15%)

• Manage KPMG's ServiceNow Elite Partner relationship - including partner agreement compliance, deal registration, certification tracking, and partner performance metrics.
  
• Coordinate with the ServiceNow Architecture Lead to ensure KPMG's technical delivery capability supports Elite Partner certification requirements.
  
• Participate in ServiceNow's partner advisory board and Elite Partner governance processes.