Business Development Manager - ServiceNow

KPMG Careers; Birmingham; On-site; GBP 70,000 - 110,000; Full time

Job summary

KPMG LLP is seeking a Business Development Manager to build credibility and cultivate relationships across the KPMG ServiceNow Practice in the UK and Switzerland. You will drive awareness of the Now Platform and contribute to origination and growth of ServiceNow services.

Working with sales, presales and delivery teams, you will shape integrated solutions, develop opportunities, and partner with ServiceNow to deliver profitable growth while mentoring colleagues and promoting collaboration across

Qualifications

• Experience in ServiceNow solution sales within a consulting context.
• Strong knowledge of ServiceNow platform capabilities.
• Proven track record building long-term profitable client relationships.
• Ability to develop and execute demand generation strategies.
• Experience working with senior stakeholders in a partnership-based model.

Responsibilities

• Contributes to development and execution of demand generation strategy to drive pipeline.
• Shapes messaging for ServiceNow offerings into target industries.
• Generates pipeline and supports bids and proposals for transformation programmes.
• Cultivates stakeholder relationships within strategic accounts and partner networks.
• Acts as trusted advisor to clients on strategic business and technology needs.
• Supports contract negotiations and ensures compliance with policy.

Skills

ServiceNow solution sales

ServiceNow platform knowledge

Cross-industry experience

Stakeholder management

Demand generation strategy

Partner management

Co-selling with ServiceNow

Job description

A Business Development Manager is required to build credibility and cultivate relationships with the wider KPMG LLP community, contributing to the growth of the KPMG ServiceNow Practice. Responsible for driving awareness of the KPMG ServiceNow Practice and solution capability, they will contribute to the successful origination and growth of the ServiceNow Business across the UK and Switzerland. Providing trusted advisor expertise to fulfilling our client's strategy, business and technology needs. The Business Development Manager role will contribute to progressing opportunities for the ServiceNow Practice in the market by leveraging a hybrid skillset of business development, presales, technical understanding, and delivery support. They will advocate innovation both within the firm and with clients and contribute to developing team members to their full potential as well as promoting collaboration across teams. The person will need to understand client business issues at a macro industry level and help shape integrated solutions, encompassing the best of both KPMG ServiceNow Practice and the wider KPMG LLP. You will be confident in working along with others to win in client situations and deliver sustainable outcomes. Managing relationships with ServiceNow and identifying new opportunities to strategically partner with ServiceNow are important. You will also have a track record of contributing to business growth in a dynamic environment and supporting sales activities to deliver profitability.

About us

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 our deep capabilities in Industry and Function, our ServiceNow solutions comprise advisory, implementation services and strategic transformational programmes that enable our 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.

Role Responsibilities Business Development

• 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 KPI’s.
• 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.
• The sales teams support programme delivery in partnership.
• 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.

Business Development – Execution

• 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.

Essential skills and experience:

• 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.