Global Alliances Director, Microsoft

Job description

About KPMG International

Together with more than 276,000 colleagues in 138 countries throughout our member firms, people at KPMG imagine big ideas and bring solutions to life for clients both big and small. A role with KPMG International will open a world of opportunity in your career.

KPMG International helps set the strategy and protects the reputation of this global organization of independent professional services firms providing Audit, Tax and Advisory services. We deliver value to our member firms and drive positive change in the communities we serve. By joining us you will gain a unique understanding of how a global organization operates and work on projects that impact the whole organization. From setting standards and best practices to developing innovative tech- enabled solutions for clients, you'll be part of a global team changing the way our business operates. We look forward to welcoming you to our team.

About this Global Group

Global Advisory

Our Global Advisory team works with KPMG member firms around the world to help our Advisory practice meet its strategic goals. The Advisory function is one of KPMG’s three business lines, bringing together Global Consulting and Deal Advisory specialisms.

Advisory professionals around the world help clients address their biggest challenges, including improving performance, enhancing stakeholder trust, harnessing the value of data, modernizing technology and delivering value from transactions. Teams within Global Advisory support this effort by coordinating our strategy, connecting communities and designing global programs.

Teams within Global Advisory include KPMG Alliances, Global Deal Advisory, Global Consulting, Advisory Finance, Global Advisory Technology and Enablement and more. This community is a small part of the overall Advisory practice, which brings together more than 100,000 colleagues globally.

About this Team

The Global Alliances team builds and manages KPMG’s strategic partner ecosystem to accelerate client transformation and firmwide growth.

We work with leading technology and service partners to combine their platforms and capabilities with KPMG’s deep sector and transformation expertise. Together, we enable differentiated global services, scalable solutions, and coordinated sell with go to market activity focused on our clients’ most critical challenges.

Role summary

This role is accountable for delivering Microsoft-enabled revenue, pipeline conversion, and repeatable solution scale across the KPMG network by leading global co-sell execution and technical solution commercialization with Microsoft. The leader will operate at the intersection of sales leadership, solution strategy, and alliance governance - building joint priority plays, aligning with Consulting solution and sector leaders, enabling member firm sellers, and positioning KPMG as Microsoft’s preferred services partner in AI Business Solutions, Cloud & AI Platforms, and Security.

Key Accountabilities

Global Sales Leadership & Co Sell Execution

• Drive increased contribution of the Microsoft alliance to KPMG’s business globally, with explicit accountability for pipeline creation, conversion, and bookings.
• Establish and run a global Co Sell Excellence motion aligned to Microsoft selling rhythms (account mapping, joint pursuit planning, sales plays, and seller engagement).
• Execute on our ‘big bets’ that includes a Strategic Deals program (pursuit qualification, deal strategy, executive sponsorship, competitive positioning, and win-room discipline).
• Create and maintain joint target account lists and integrated GTM plans with Microsoft and KPMG sector teams and member firms.

Technical Solution Commercialization (Azure / Data / AI / Security)

• Support KPMG Consulting sector and solution leaders to shape Microsoft-based offers into sellable solution packages with clear architecture patterns, reference outcomes, and implementation pathways.
• Lead joint solution play activation aligned to FY26 priorities across AI Business Solutions (Copilot), Cloud & AI Platforms (Azure), and Security - ensuring KPMG has credible technical positioning and field materials.
• Enable relevant KPMG leaders and sellers to speak credibly to enterprise AI adoption, including AI agents, controls, and operationalization aligned to KPMG’s strategy for Microsoft.

Industry Led GTM (Built to Scale Globally)

• Lead development and execution of a GTM for agreed priority sectors aligned to Microsoft Industry Clouds, producing sector-specific assets designed to be sold repeatedly.
• Coordinate cross-member-firm adoption of proven offers (one market builds → many markets sell), increasing reuse at global scale.

Alliance Governance, Investment, and Operational Cadence

• Lead development and approval of the joint Microsoft business plan aligned to KPMG alliance growth plans, including revenue goals and investment asks.
• Own alliance GTM governance through executive contact facilitation, operational reviews (QBRs), and performance management across both organizations.
• Oversee contracting / negotiations required to operate as a functioning alliance partner.

Marketing, Market Presence, and Seller Enablement

• Execute a joint annual marketing plan with member firms and Microsoft to drive market perception and demand creation.
• Set Microsoft sales content strategy and execution in collaboration with alliance marketing and solution teams.

Experience / Knowledge / Qualification

• Proven global alliance and sales GTM leadership with Microsoft, including senior field relationships and executive engagement.
• Demonstrated ability to sell and scale complex technology-enabled consulting services.
• Strong technical fluency across Microsoft Cloud (Azure), Data & AI, and Security, translating architecture into buyer outcomes.
• Strong operating discipline: multi-time-zone execution, governance cadence, and performance reporting across a distributed network.
• Exceptional communicator with executive presence and influence across member firm leaders and Microsoft counterparts.
• Extensive demonstratable relevant experience in the technology, consulting or alliance ecosystem
• International travel as required (subject to feasibility).

Deliverables & Accountabilities

• Agreed global Microsoft alliance plan aligned to global strategy with revenue/bookings targets.
• Demonstrated progress executing the global plan across regions and countries.
• Alliance strategy embedded in key accounts / Global Chairman and Platinum accounts plan.
• Increased global pipeline value and conversion rate; achievement of annual bookings targets.
• Growth in co-funded KPMG‑Microsoft solutions and cross-country reuse at scale.
• Agreed marketing and communications strategy to drive market perception.

Agile/Flexible Working

At KPMG International, we are supportive of helping you to achieve a balance between your home and work demands. We are happy to discuss individual requirements and our range of flexible working arrangements could be of interest. Please ask to find out more.

KPMG International's commitment to inclusion & diversity

At KPMG International, we recognise that we need inclusion and diversity to be successful. We want to attract, retain and develop diverse talent at all levels. This means recruiting from the widest pool of talent across our network and beyond, removing barriers that can prevent our people from reaching their full potential, and fostering a fully inclusive environment which empowers everyone to bring their whole selves to work.

Applying with a disability

KPMG International is proud to be an inclusive place to work and we are committed to ensuring that you are treated fairly throughout our recruitment process. Should you be successful after the initial application stage, please discuss any reasonable adjustments that you may require with your recruitment contact.

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