Microsoft Business Development Senior Manager

Key job duties or responsibilities

• Partner Alliance Management:
• Determine the scope for Microsoft products and services within KPMG.
• Enhance and develop the vision and objectives for the Microsoft alliance.
• Define, facilitate, and communicate needs and expectations for both partners and KPMG
• Facilitate opportunities to cross-educate each organisation (Microsoft and KPMG) on the value and solutions offered by each organisation.
• Accountability for the drive, reporting and meeting of key strategic and operational metrics (revenue targets etc.) .
• Sales Pipeline Development and Execution:
• Own, understand and manage the Microsoft product (and adjacent KPMG solutions) sales pipeline from awareness to conversion.
• A hands-on approach to sales, marketing, and awareness activities - engagement in direct sales opportunities with clients or assistance in RFP's/other opportunities.
• Identify and execute key activities that will further grow the alliance partnership (e.g. planning of joint marketing events).
• Harvest current channels for leads and develop sustainable new leads channels to keep the pipeline active. (This includes deal creation with or without involvement of partners.).
• Create and report back on key pipeline metrics, keeping internal stakeholders up to date with opportunities available.
• Practice Formalisation and Development:
• Optimise the current operations, management process and reporting.
• Connect and learn from KPMG’s global member firms on how they manage their relationships & pipeline.
• Work with the marketing team to develop targeted campaigns and strategy specific materials.
• Report to KPMG’s global alliance function on key alliance metrics.

Job Experience

Critical Interpersonal or Interactive skills

Skills and attributes required for the role:

• Understanding of Microsoft as an organisation (systems, alliance programmes, ways of work etc.).
• The ability and experience to generate demand for consulting and/or Microsoft products.
• The ability to create new, profitable lead channels while mining existing sales channels for opportunities.
• Ability to present and communicate clearly with client stakeholders (from senior executives to users).
• Must be able to work autonomously and in a team, while seeking leadership guidance appropriately.
• Ability to plan, coordinate and track multiple business development activities.

• Advantageous:
• Previous experience of working in a global consulting firm and/or familiarity with the services provided.
• The ability to combine consulting and Microsoft offerings to solve client needs.
• Previous experience in managing an alliance between a technology partner and a system implementor/consulting firm.

Minimum requirements to apply for the role:

• Bachelor's degree from an accredited college/university or equivalent experience.
• 7 - 15 years of experience in a similar B2B sales environment.
• Verifiable history of meeting/ exceeding sales targets and finding new sales channels or pathways to a sale.
• Demonstrated understanding of the enterprise software market with a focus on Microsoft solutions.